Professional Documents
Culture Documents
Yes! 50 Scientifically Proven Ways To Be Persuasive: Robert B. Cialdini With Noah J. Goldstein and Steve J. Martin
Yes! 50 Scientifically Proven Ways To Be Persuasive: Robert B. Cialdini With Noah J. Goldstein and Steve J. Martin
Reciprocation
– We feel obligated to return favors performed for us.
Authority
– We look to experts to show us the way.
Commitment/Consistency
– We want to act consistently with our commitments
and values.
Scarcity
– The less available the resource, the more we want it.
Liking
– The more we like people , the more we want to say
yes to them.
And we like and trust people like us – similarity.
Social Proof
– We look to what others do to guide our behavior.
Social Proof