Cialdini’s “Influence” book summary

Influence produces a distinct kind of automatic, mindless compliance from people: a willingness to say yes without thinking first.

And the best part? Influence levers are most potent ever have been:

“Because of the increasing tendency for cognitive overload in our society, the prevalence of shortcut decision-making is likely to increase proportionately. Compliance professionals who infuse their requests with one or another of the levers of influence are more likely to be successful.”

Caused by the nature of today’s complexity:

“Owing to remarkable technological advances, information is burgeoning, alternatives are multiplying, and knowledge is exploding.”

Here’re the summary of Cialdini’s Influence book:

Influence, by Robert Cialdini

The 7 levers of influence:

1. Reciprocation: The Old Give and Take
2. Liking: The Friendly Thief
3. Social Proof: Truths Are Us Chapter
4. Authority: Directed Deference
5. Scarcity: The Rule of the Few
6. Commitment and Consistency: Hobgoblins of the Mind
7. Unity: The “We” Is the Shared Me