How to Influence Part II

The Six Principles of Persuasion

Robert Cialdini

Principle	In action
Liking If people like you—because they sense that you like them, or because of things you have in common—they’re more apt to say yes to you.	Time 100 most influential 2012
Reciprocity People tend to return favors. If you help people, they’ll help you. If you behave in a certain way (cooperatively, for example), they’ll respond in kind.	Give and Take (Adam Grant)
Social Proof People will do things they see other people doing—especially if those people seem similar to them.	The Giving Pledge (Gates Foundation and Warren Buffett)
Commitment and consistency People want to be consistent, or at least to appear to be. If they make a public, voluntary commitment, they’ll try to follow through.	The Iraq War Syria red line Kyoto Protocol on Climate Change
Authority People defer to experts and to those in positions of authority (and typically underestimate their tendency to do so).	Gartner Magic Quadrant Walt Mossberg McKinsey Global Institute Movie Reviews by Siskel, Ebert and now Roeper
Scarcity People value things more if they perceive them to be scarce.	Forever Diamonds Patek Philippe

Do you have other principles of influences or examples of them in action? Share!