The subtitle is A Revolutionary
Way to Influence and Persuade and the author is Robert Cialdini (2016).
I got turned on to this one by reading Win Bigly by Scott Adams,
as he refenced it several times and suggested that the writer is one of the
real greats of the persuasion game.
The book’s focus is on the preliminary steps and efforts that one can
make in trying to convince someone to buy your product or accept your view or comply
with your request – before you actually make the pitch. And in many respects it is about pre-disposing
someone to turn his attention to where you want it to be. Leading questions that get people to think
about acting in a way that is consistent with a stated answer of the type
person she is. Creating a dynamic of
trust and sense that the person you are talking with feels liked and
appreciated.
“Do you consider yourself a
helpful person? Yes? Well then here’s a survey that I need your help with.”
When you want someone to really focus on what you’re saying, start to
talk more quietly, forcing her to lean in and concentrate.
People are more likely to say yes to people they owe, out of a sense
of reciprocity.
Highlight similarities and provide compliments.
Address weakness before strength as a tactic to come across as more honest.
The author goes into a lot of interesting examples of how principle
can be executed upon, and how people really can be manipulated to look where
you want to them to look. It is a power
that can clearly be used for good or evil.
