The Psychology of Persuasion
Farnam Street stashed this in Books
Thanks for this summary of Robert Cialdini's book:
Learning about the ways people (honestly and dishonestly) influence you is one of the best things to learn early in life. But it’s never too late.
The go to book on the subject is Robert Cialdini’s Influence: The Psychology of Persuasion. Cialdini has spent a lifetime researching the psychology of compliance.
The book highlights six principles of persuasion, which most commonly and effectively are used by compliance practitioners.
We all employ them and fall victim to them, to some degree, in our daily interactions with neighbors, friends, lovers, and offspring. But the compliance practitioners have much more than the vague and amateurish understanding of what works than the rest of us have. … It is odd that despite their current widespread use and looming future importance, most of us know very little about our automatic behavior patterns . Perhaps that is so precisely because of the mechanistic, unthinking manner in which they occur. Whatever the reason, it is vital that we clearly recognize one of their properties: They make us terribly vulnerable to anyone who does know how they work.
These principles work via near automatic response – a “nearly mechanical process by which the power within these weapons can be activated, and the consequent exploitability of this power by anyone who knows how to trigger them.”