by Robert Cialdini

Influence

Influence in 5 ideas you’ll actually remember.

Robert Cialdini spent decades inside sales floors, fundraising drives and recruitment pitches to answer one question: what actually makes people say yes? He found a handful of deep psychological triggers that fire almost automatically. Each idea below is one of those levers — see them clearly and you’ll notice persuasion happening to you in real time, and stop being moved unconsciously.

The 5 key ideas from Influence

We feel obliged to give back — the rule of reciprocityReciprocity→ Social proof: we copy what others do, especially when unsureSocial proof→ Commitment & consistency: small yeses lock you into big onesCommitment and consistency→ The contrast effect: things look different next to what came beforeThe contrast effect→ Reactance: tell people they can’t, and they’ll want toReactance→

Don’t just read it — remember it.

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