Influence: The Psychology of Persuasion

This book is one of my favourite books written by a psychologist.
The reason I love reading content written by a researcher is it is backed up by experience and fact.

This is a book I wish I had read while I was in sale and a few years before I actually got to it.

The 6 key areas Robert Cialdini talks about are:

  •    Reciprocity
  •    Commitment and consistency
  •    Social Proof
  •    Authority
  •    Liking
  •    Scarcity

I guess what I loved the most about this book was the look into default human behaviour and what it takes to tap into that. Understanding it also helped me understand so much more about my self, like why I would go to the defence of something like NLP while still ignorant of exactly how it fits into this world (commitment and consistency).
I also found it interesting the indirect connections I made after reading this book, specifically when I was mentoring a client of mine. He talked about a gift that he got a girl with his own money (after she had given him money to spend), needless to say she was not happy that he spend his money not hers. It became obvious to me that the issue was a conflict with Reciprocity. It turned out the girl hated the feeling of reciprocity that $50 stirred up in her, so much so she could not accept the cash or the friendship for some time.
I think my good reads rating was a 5 for this book, and it deserved it.
If you are interested in psychology, backed up by research, communication and how people think, then this book is for you.

Rock and Roll

Rob


PS. What’s the one thing you don’t do, that would cause the most positive change in your life?

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