by Robert Cialdini
7*/10
Key Ideas:
How we’re influenced:
Reciprocity: We feel obligated to pay back gifts and favors.
Commitment and Consistency: We want to be consistent with our past actions.
Social Proof: We copy the actions of other people.
Liking: We prefer to say yes or buy from people we like.
Authority: We follow people in positions of authority.
Scarcity: We want things more when they’re harder to get.
Other interesting notes:
When we ask someone to do us a favor we will be more successful if we provide a reason, even if the reason is silly e.g. I need to use the printer before you because I need to print some pages.
Thoughts on the book:
*10/10 for the ideas, book feels a bit dated. Even if you don’t want to manipulate others, you should know how you’re being manipulated. For a more principled approach, read Getting to yes.
Longer summary/notes: Video, Sivers, RK
If you like this, you’ll probably like: Getting to yes, How to win friends and influence people, 48 laws of power, books
Leo :) 