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[MEGA-THREAD] on the
*Most Actionable Business Book Ever Written*
~ INFLUENCE by @RobertCialdini ~
24 tweets re: Cialdini's insights
With cameos from
@jaltucher
@TheArtOfCharm
@PrestonPysh
@stig_brodersen
@tferriss
@naval
@ScottAdamsSays
@percentbetter
Let's do it!
*Most Actionable Business Book Ever Written*
~ INFLUENCE by @RobertCialdini ~
24 tweets re: Cialdini's insights
With cameos from
@jaltucher
@TheArtOfCharm
@PrestonPysh
@stig_brodersen
@tferriss
@naval
@ScottAdamsSays
@percentbetter
Let's do it!
What you'll come away with:
Cheat Sheet - 6 Principles of Persuasion
Techniques - 8 Influence Methods
Podcasts - 6 Interviews Featuring Cialdini or His Work
Videos - 4 Supporting YouTube Resources
Now, get ready to drink from the fire hose...
Cheat Sheet - 6 Principles of Persuasion Techniques - 8 Influence Methods Podcasts - 6 Interviews Featuring Cialdini or His Work Videos - 4 Supporting YouTube ResourcesNow, get ready to drink from the fire hose...
PRINCIPLES OF PERSUASION
Researchers have studied why people say "yes" to the requests of others for 60 years.
Dr. Cialdini identified 6 universal shortcuts that guide human behavior:
1. Reciprocity
2. Commitment & Consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity
Researchers have studied why people say "yes" to the requests of others for 60 years.
Dr. Cialdini identified 6 universal shortcuts that guide human behavior:
1. Reciprocity
2. Commitment & Consistency
3. Social Proof
4. Liking
5. Authority
6. Scarcity
1. Reciprocity
People feel obliged to return favors.
Offer prospective customers a small gift. Studies show that even unwanted gifts influence reciprocation.
"Reject-then-retreat" technique:
Ask for a big favor; if denied, downscale to smaller ask. Concession improves success.
People feel obliged to return favors.
Offer prospective customers a small gift. Studies show that even unwanted gifts influence reciprocation.
"Reject-then-retreat" technique:
Ask for a big favor; if denied, downscale to smaller ask. Concession improves success.
2. Commitment & Consistency
People desire consistency in their behavior and others'.
"Foot-in-the-door" technique:
Pursue initial small commitment. Ensuing requests likelier to succeed.
Once a stand is taken, need for consistency pressures people to align with past actions.
People desire consistency in their behavior and others'.
"Foot-in-the-door" technique:
Pursue initial small commitment. Ensuing requests likelier to succeed.
Once a stand is taken, need for consistency pressures people to align with past actions.
3. Social Proof
People look to others similar to themselves when making decisions. Particularly noticeable in situations of ambiguity.
Example: restaurant menu items labeled as "Most Popular" increase sales.
Compliance pros exploit this trait by faking others' preferences.
People look to others similar to themselves when making decisions. Particularly noticeable in situations of ambiguity.
Example: restaurant menu items labeled as "Most Popular" increase sales.
Compliance pros exploit this trait by faking others' preferences.
4. Liking
People are more likely to agree to offers from people they like. Example factors that increase likeability:
- Physical attractiveness
- Similarity to oneself
- Cooperation toward a common goal
- Compliments
- Humor
Become someone that inspires people to say "yes"!
People are more likely to agree to offers from people they like. Example factors that increase likeability:
- Physical attractiveness
- Similarity to oneself
- Cooperation toward a common goal
- Compliments
- Humor
Become someone that inspires people to say "yes"!
5. Authority
People comply in an automated way with authoritative commands and symbols (e.g. academic degrees, uniforms, expensive cars), despite their instincts that the commands shouldn't be followed.
See *Milgram Experiment* for insights on authority's influence over others.
People comply in an automated way with authoritative commands and symbols (e.g. academic degrees, uniforms, expensive cars), despite their instincts that the commands shouldn't be followed.
See *Milgram Experiment* for insights on authority's influence over others.
6. Scarcity
People want things more when they are less available.
Scarce items have more value when previously in high supply.
Restricted or censored information is more desirable and held in higher regard.
Advertising promotes "limited availability", "short time only", etc.
People want things more when they are less available.
Scarce items have more value when previously in high supply.
Restricted or censored information is more desirable and held in higher regard.
Advertising promotes "limited availability", "short time only", etc.
INFLUENCE TECHNIQUES 1/4
When requesting a favor, more likely to succeed if you provide a reason. The word "because" triggers automatic compliance, even if the reason is nonsense.
Set goals and write them down publicly. A visible stand is more likely to be upheld (Consistency).
When requesting a favor, more likely to succeed if you provide a reason. The word "because" triggers automatic compliance, even if the reason is nonsense.
Set goals and write them down publicly. A visible stand is more likely to be upheld (Consistency).
INFLUENCE TECHNIQUES 2/4
People are more motivated by the idea of losing than by the idea of gaining equal value (Scarcity).
People root for their own sex, culture, locality. Want to prove superiority. Rooting interest represents them, in wins more than losses (Social Proof).
People are more motivated by the idea of losing than by the idea of gaining equal value (Scarcity).
People root for their own sex, culture, locality. Want to prove superiority. Rooting interest represents them, in wins more than losses (Social Proof).
INFLUENCE TECHNIQUES 3/4
Panicky, feverish reactions have no place in wise compliance decisions. Calm yourself and regain a rational perspective.
If you can position someone's self-image to your favor, compliance is more likely for ensuing requests that maintain this image.
Panicky, feverish reactions have no place in wise compliance decisions. Calm yourself and regain a rational perspective.
If you can position someone's self-image to your favor, compliance is more likely for ensuing requests that maintain this image.
INFLUENCE TECHNIQUES 4/4
When someone thanks you for a favor, the most effective response is a smile and, "You'd do the same for me." Sets the stage for future persuasion.
The most beautiful sound a human will ever hear is their own name being spoken. Use it early and often.
When someone thanks you for a favor, the most effective response is a smile and, "You'd do the same for me." Sets the stage for future persuasion.
The most beautiful sound a human will ever hear is their own name being spoken. Use it early and often.
PODCAST 1/6
@jaltucher with @RobertCialdini
1 hr 10 min
The 7 Techniques to Influence Anyone of Anything (#184) https://jamesaltucher.com/podcast/robert-cialdini/
@jaltucher with @RobertCialdini
1 hr 10 min
The 7 Techniques to Influence Anyone of Anything (#184) https://jamesaltucher.com/podcast/robert-cialdini/
PODCAST 2/6
@TheArtOfCharm with @RobertCialdini
1 hr 3 min
Robert Cialdini | Pre-Suasion (#543) https://theartofcharm.com/podcast-episodes/robert-cialdini-pre-suasion-episode-543/
@TheArtOfCharm with @RobertCialdini
1 hr 3 min
Robert Cialdini | Pre-Suasion (#543) https://theartofcharm.com/podcast-episodes/robert-cialdini-pre-suasion-episode-543/
PODCAST 3/6
@PrestonPysh and @stig_brodersen with @RobertCialdini
33 min
Influence and Pre-Suasion w/ Dr. Robert Cialdini (#106) https://www.theinvestorspodcast.com/episodes/robert-cialdini-influence-pre-suasion/
@PrestonPysh and @stig_brodersen with @RobertCialdini
33 min
Influence and Pre-Suasion w/ Dr. Robert Cialdini (#106) https://www.theinvestorspodcast.com/episodes/robert-cialdini-influence-pre-suasion/
PODCAST 4/6
@tferriss with @naval
2 hr 13 min
"Influence" discussed at 1:41:17
The Person I Call Most for Startup Advice (#97) https://tim.blog/2015/08/18/the-evolutionary-angel-naval-ravikant/
@tferriss with @naval
2 hr 13 min
"Influence" discussed at 1:41:17
The Person I Call Most for Startup Advice (#97) https://tim.blog/2015/08/18/the-evolutionary-angel-naval-ravikant/
PODCAST 5/6
@tferriss with @ScottAdamsSays
2 hr 4 min
"Influence" discussed at 1:50:43
Scott Adams: The Man Behind Dilbert (#106) https://tim.blog/2015/09/22/scott-adams-the-man-behind-dilbert/
@tferriss with @ScottAdamsSays
2 hr 4 min
"Influence" discussed at 1:50:43
Scott Adams: The Man Behind Dilbert (#106) https://tim.blog/2015/09/22/scott-adams-the-man-behind-dilbert/
PODCAST 6/6
@PrestonPysh and @stig_brodersen
59 min
Influence Book Summary - Psychology of Persuasion (#22) https://www.theinvestorspodcast.com/episodes/ep-22-influence-robert-cialdinis-psychology-of-persuasion/
@PrestonPysh and @stig_brodersen
59 min
Influence Book Summary - Psychology of Persuasion (#22) https://www.theinvestorspodcast.com/episodes/ep-22-influence-robert-cialdinis-psychology-of-persuasion/
THANK YOU
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Or want to see more like it
Please *RT and Like* the top tweet or your favorite in the thread
Thanks for reading!
