Are You Being Manipulated?: Book Insights on Influence by Robert Cialdini
发布时间 2021-02-17 15:00:00 来源
摘要
* Influence is the ability to change the minds and actions of others in a way that they are willing to accept.
* Cialdini identifies half a dozen “weapons of influence”, ways of getting us to act automatically that sidestep our normal rational decision-making processes. These are used by professionals and salespeople to get us to say ‘yes’ without thinking.
* They include: reciprocation, commitment and consistency; social proof; liking; authority; and scarcity. Each are easily triggered.
* By being aware of the trigger, we can see them for what they are and avoid being taken in ourselves.
Theme 1: Reciprocity and What Influence Is - 0:29
Theme 2: Consistency, Social Proof & Liking - 10:04
Theme 3: Authority and Scarcity - 20:12
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HEAR THE FULL INTERVIEWS MENTIONED IN TODAYS' EPISODE HERE:
“Transcript: Robert Cialdini.” The Big Picture, 5 Nov. 2018, ritholtz.com/2018/11/transcript-robert-cialdini/.
Please keep in mind that the information provided in or through our Book Insights episodes is for educational and informational purposes only. It is not intended to be a substitute for advice given by qualified professionals, and should not be relied upon to disregard or delay seeking professional advice.
Full Title: Influence: The Psychology of Persuasion
Year of Publication: 1984
Book Author: Robert Cialdini
To purchase the complete edition of this book click here: https://www.amazon.com/dp/B01KWAPHAK/ref=cm_sw_em_r_mt_dp_814P2Z1VPX0QFHTWSVWC
Book Insight Writer: Tom Butler-Bowdon
Editor: Tom Butler-Bowdon
Producer: Gabe Mara
Production Manager: Karin Richey
Curator: Tom Butler-Bowdon
Narrator: Kristi Burns
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