Influence, the psychology of persuasion

Author:Robert Cialdini

Title:Influence

the psychology of persuation:

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Tip during the M16-Sales and Negotiation block. Describes the Six principles of influence

Chapter 1, Influence Chapter 2, Reciprocity Chapter 3, Commitment and consistency Chapter 4, Social proof Chapter 5, Likeability Chapter 6, Authority

Six principles of influence

In Influence, the psychology of persuasion the six principles of influence described are:

1. Reciprocity

• • Free samples, than buying
  • Gifts provoke a feeling of guild from which we want to release ourselves.
  • Example during the MBI training was that if you buy something small for people they are more likely to give you something back

1. Commitment and consistency
2. Social proof
3. Likeability
4. Authority
5. Scarcity

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