Influence: Science and Practice (Robert Cialdini, 1984)

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Review: detailed and identified many interesting angles of persuasion. A little unorganised though. Rated: 8.5/10


  • Queueing example: too little money = unattractive, just nice = give you overtake, too much people will show empathy and give up automatically
  • You can sound sweet and still push your way through 
  • Sex sells, but selectively and shouldn’t be done blindly
  • Sexual and threatening stimuli are often compelling
  • Winner images incite winning
  • People with common points leads to heightened co-operations
  • Roads to change: reciprocation, meaningful and unexpected, (e.g. tipping the waitress), liking, compliments, social proofs, feasibility, authority, trustworthiness, scarcity, consistency
  • Bossification
    • You: boss you have a great idea to…
    • Boss: don’t remember
    • You: Need budget for approval but not a problem for you
    • Boss: Obviously will fund my idea
    • You: Delay my other projects and put them to lower priority
    • Boss: Don’t remember
    • You: But is was wise of you
  • Malfeasance: wrongdoing


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