Influence: The Psychology of Persuasion

Author: Robert Cialdini
Year Read: 2020
Summary Very often in making a decision about someone or something, we don’t use all the relevant available information; we use, instead, only a single, highly representative piece of the total. And an isolated piece of information, even though it normally counsels us correctly, can lead us to clearly stupid mistakes. We employ the factors of reciprocation, consistency, social proof, liking, authority, and scarcity so often and so automatically in making decisions.

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