Power of persuasion

This is a review of Robert Cialdini's "Power of persuasion" (a ~1h talk in which he describes some basic ways of influencing people).

I recommend you to go through the original video, but if you have a shortage of time, you can take a look at my notes.

I needed the space on my whiteboard - so I got a sudden motivation to digitize its contents before clearing it.

Here's a photo (click to enlarge) of the original notes.

A mind-map (click to enlarge) and its text equivalent were generated in XMind:

Reactions to "thank you"

• Bad
  "No problem"
  "It was nothing"
  "Don't mention it"
• Good
  "I'm sure you'd do the same for me"
  "I'm glad I could help"

Motivation

• Strong
  
  • Not losing
  • Multipliers
    Scarcity
    Exclusivity
• Weak
  Gaining

People like

• Those who are like you
• Those who like you and tell you about it

Delivering news

• Start with bad news
  Honesty++
  Trust++
• Continue with good news
  Show you have knowledge in the field,
  that you understand the pros and cons;
  establish yourself as an authority

Moments of power

• After "no"
• After "thank you"

Misc

• Getting commitment
  _Will you_ let me know if you decide to drop out?
• Operators
  ... waiting, please call now
  ... if busy, please call again
• Requests
  Request.MAX
  Receive a "No"
  ReRequest.AVG/MIN

Don't forget not to abuse this knowledge.