Release year: 1984 (revised 2007)

Author: Robert B. Cialdini

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Link to my handwritten notes

Review

A bit too long-winded for its own good, Influence still contains powerful insight about what influences our decisions. (Thanks Dan for this recommendation!)

Here’s a summary of the methods of influence discussed in the book:

  • Reciprocation
    • Enforces ininvited debts
    • Can trigger unfair exchanges
  • Commitment and consistency
  • Social proof
  • Liking
    • Physical attractiveness
    • Similarity
    • Compliments
    • Contact and cooperation
  • Authority
    • Clothes
    • Trappings

Félix rating:
👍

⭐ Star quotes

  1. (p. 252) Individuals holding a weak or unpopular position can get us to agree with that position by arranging to have their message restricted. The most effective strategy may not be to publicize their unpopular views, but to get those views officially censored and then publicize the censorship.