Blake Snow

content advisor, recognized journalist, bodacious writer-for-hire

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Attention, humans: How to influence more and be persuaded less

influence-the-psychology-of-persuasionHumans are usually influenced in one of six ways, argues Robert Cialdini in Influence: The Psychology of Persuasion. I suspect there are a lot more subtle and intricate ways to influence, but I think Cialdini certainly covered the highlights in his popular book published in 1984. They are as follows:

  1. Reciprocity. Humans feel obligated to return favors and gifts, even unwelcome ones—which partially explains why their are so many free samples in life. Hence, giving away something for free is an effective way to influence. You can avoid this influence by distinguishing uninvited gifts from welcome ones. For example, “I didn’t want this free food sample to being with, so I won’t feel obligated in giving you anything in return if I take it. Another thing to beware of are unwelcome concessions; say a door-to-door salesman that asks you to donate a large sum to a cause you aren’t interested in, only to lower the donation amount in the hopes you’ll donate something. The takeaway: Don’t donate unless you want to, not because someone is seemingly compromising.  Continue reading…