Then they made those commitments even more public, which the American soldiers had to stand by to be consistent. Example: During the Korean war, the Chinese got American soldiers to make public commitments of various things. * Commitment leads to consistency leads to collaboration. Another term used here is “reject then retreat.” Example: If someone tries to sell you something and you pass (say $5 of $1 raffle tickets), they’ll try and sell you something less that you’ll end up buying because you feel bad (1 $1 raffle ticket). Example: If someone buys you something (say, a Coke), you’re more likely to by something from them (say, raffle tickets). Example: If you go into a men’s store they’ll try and sell you an expensive suit before the sell you the expensive sweater, because the contrast makes the sweater appear more affordable. Example: gems in a jewel case that weren’t selling were marked up and then sold at a “discount” to the markup (a price higher than the original price), and they sold like hotcakes.

Buy it now if you haven’t read it.Ģ Reciprocation: The Old Give and Take…and Takeģ Commitment and Consistency: Hobgoblins of the Mindīelow are my key takeaways and some interesting points, but I’m telling you. It can only be very, very strongly recommended. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.ĭr. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School ofĬommunications, and the Graduate School of Business of Stanford University. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University.

Cialdini is the most cited living social psychologist in the world today.ĭr. In the field of influence and persuasion, Dr. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists. Influence has been published in twenty-five languages. Worldwide, Influence has sold over 2 million copies. His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings.

Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

Robert b cialdini books