Remember he is the Godfather of Influence. The proof? His very book and writing style. Even when you are aware someone is using them against you, you can still fall for them. Which is why they are so powerful and universal. We learn that all these processes occur automatically in our sub-conscious brains. In “Influence,” he takes us through each of the 6 decision-making mental shortcuts that people use. The Science And Method Behind “Influence”īased on Cialdini’s research, he believes that there are 6 main ways people say yes to requests. And protect ourselves from their unscrupulous use by crafty salespeople who are only looking out for their profit. So we can use it ethically for our benefit. Now the time has come for the rest of us to discover how influence and human decision making actually occurs. Who used it in their individual professions to much delight. Cialdini’s persuasion techniques were mostly taught to MBAs and sales people. But too few regular folk picked up on the book. Then, disseminate these findings to in his book to the masses so that they would not fall prey to negative uses of influence. And what type of compliance techniques worked best. His goal was to identify what made people say yes. Cialdini’s Goal Of Writing His Book Influence: The Psychology of PersuasionĬialdini spent several years undercover in sales departments of various trades to learn how the best in the business influenced and achieved high levels of compliance.
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