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Influence

Authors: Robert B. Cialdini, PhD

Entrepreneurship Marketing & Sales Communication Skills Management & Leadership Psychology Preview Book link to amazon

Key Ideas

1. Reciprocity: People feel obligated to return favors or acts of kindness.

When someone does something nice for us, we feel a strong urge to reciprocate the behavior. This concept can be used to influence others by first providing them with a positive experience or favor, which increases the likelihood that they will feel obligated to return the favor.

2. Consistency: People align their behavior with their previous commitments.

Once someone has made a commitment or taken a position on a particular issue, they are more likely to stay consistent with that decision in the future. This princip....
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Quiz

1. Which principle of influence is based on the idea that people feel obligated to return favors or acts of kindness?
2. What principle states that people align their behavior with their previous commitments?
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