Influence - Science and Practice - Book Summary

book summary influence Feb 17, 2022

What are the factors that cause one person to say yes to another person and which techniques are used to bring about such compliance?

Why it is that a request stated in a certain way will be rejected, while a request that asks for the same favor in a slightly different fashion will be successful?

These are questions asked in answered in Robert Cialdini’s book “Influence”. Spend the next ten minutes with us to learn the secrets of the persuaders and if necessary, how to avoid their spell.

Lesson 1: Contrast

Today’s works moves at a fast pace. We need to absorb, process and act on information constantly. When we need to make a decision, we often resort to using shortcuts in the decision making process. One such shortcut is the contrast principle.

The contrast principle affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more...

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