The Psychology of persuasion

Robert Cialdini Influence

leadership coaching sydney

The Psychology of persuasion?

Have you read Cialdini, INFLUENCE, I took some notes on Key points. Hope you find them useful.

Practice of Influence.

1. Principle of reciprocation:

" The old give and take" Obligation. It helps you to gain a competitive advantage. Power by association and credit.

2. Principle of Scarcity:

"I can't have it - I want it" Scarcity of commodities. Not only what they will gain but what they will lose. Exclusivity of Information. Fresh rather than old

3. Principle of Authority:

"An expert says it, it must be true". How to establish trust in your info. Before they present their strong arguments they present a weakness a drawback, and then say "however."

4. Principle of commitment and consistency:

"Will you" great tool to get a straight answer.

5. Principle of consensus:

Power of the crowd. Operators are waiting please call now. Change to If operators are busy please call again. So I will confirm to the team you are coming tomorrow, right?

6. Principle of Liking:

Flows from positive connections, Similarities, Compliments, Cooperative efforts, Caveat: This I found fascinating and 1000% accurate in my own Life and business experience. Over 100 people in each country were interviewed for this test.


Under what circumstances will you help someone?

USA, has he done me a favour? Reciprocity

China, is this requester connected to my senior group - Authority

Spain, is he connected to my friendship group? Likeability

Germany, is this request consistent with rules and regulations of my organisation?- Commitment

“A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.” ― Robert B. Cialdini, Influence: The Psychology of Persuasion

Hope this helps to stimulate your curiosity to learn or continue learning about how to be more persuasive and influential

Will someone your care for benefit from having the answers to these six questions? (open PDF)