Influence: The Psychology of Persuasion

"Influence: The Psychology of Persuasion" by Robert Cialdini explains key principles that make people more likely to say "yes." Cialdini identifies six principles: reciprocity (the urge to return favors), commitment (sticking to promises), social proof (following the crowd), authority (trusting experts), liking (preferences for people we like), and scarcity (valuing what is limited). These principles reveal how subtle cues can shape our decisions, often without us realizing it, providing insight into the mechanics of persuasion in everyday life, marketing, and social interactions. Understanding these can help us navigate influence more mindfully.