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Chapter Overview
Chapter 1: AudiobookHub Recommendation
Chapter 2: Our brains favor shortcuts, and others can use them to manipulate us.
Chapter 3: People feel a powerful compulsion to repay favors.
Chapter 4: In bargaining, begin with an extreme demand, then retreat to secure concessions from opponents.
Chapter 5: As opportunities grow scarce, desire for them rises.
Chapter 6: Prohibiting things often makes them irresistible.
Chapter 7: We strive to remain faithful to our word.
Chapter 8: The more effort we expend to obtain something, the more we value it afterward.
Chapter 9: In uncertainty, we seek out social proof.
Chapter 10: Those similar to us can strongly sway the choices we make.
Chapter 11: We obey those we like, and some people can easily trigger feelings that make us like them more.
Chapter 12: We follow authorities unquestioningly, and even simple symbols of authority can secure our compliance easily.
Description
Influence (1984) explains in detail the fundamental principles of persuasion. How do you get people to say yes? How do other people get you to say yes? How are you manipulated by sleek salesmen, clever marketing folks and sneaky confidence tricksters? These blinks will help you understand the psychology behind their techniques, enabling you to unleash your own persuasive powers, while also defending against their tactics of manipulation.
Who Should Listen
- Anyone working in marketing or sales
- People who sometimes find it hard to say no to salespeople or marketers
- Those interested in how their decision-making is constantly being manipulated