Influence: science and practice

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Chapter 1. Weapons of Influence -- Click, whirr -- Betting the shortcut odds -- The profiteers -- Jujitsu -- Summary -- Study questions -- Chapter 2. Reciprocation: The Old Give and Take ... and Take -- How the rule works -- The rule is overpowering -- Politics -- The not-so-free sample -- The rule enforces uninvited debts -- The rule can trigger unequal exchanges -- Reciprocal concessions -- Rejection-then-retreat -- Reciprocal concessions, perceptual contrast, and the Watergate mystery -- Damned if you do, damned if you don't -- Here's my blood, and do call again -- The sweet, secret side effects -- Responsibility -- Satisfaction -- Defense -- Rejecting the rule -- Smoking out the enemy -- Summary -- Study questions -- Chapter 3. Commitment and Consistency: Hobgoblins of the Mind -- Whirring along -- The quick fix -- The foolish fortress -- Seek and hide -- Commitment is the key -- Hearts and minds -- The magic act -- The public eye -- The effort extra -- The inner choice -- Growing legs to stand on -- Standing up for the public good -- Defense -- Stomach signs -- Heart-of-hearts signs -- Special vulnerabilities -- Summary -- Study questions -- Chapter 4. Social Proof: Truths Ar…