Virtual Principles of Persuasion by Robert Cialdini
For over 60 years, researchers have been studying the factors that influence yes to others’ demands. There is no doubt that there is science about how we are persuaded. Much of science is amazing.
When making a decision, it’s good to think of considering all the information that people have available to guide their thoughts. But the reality is very often different. In an increasingly overloaded life, shortcuts and rules of thumb to guide decisions are more needed than ever.
In my own research, only six of these shortcuts have been identified as universal, guiding human behavior.
Reciprocity
Rarity
Authority
Consistency
Taste
consensus
Understanding these shortcuts and adopting them in an ethical way greatly increases the likelihood that someone will persuade your request.
Next, let’s take a closer look at each.
tristian –
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