Robert b.

Cialdini
#159 C565
1984 Morrow Publ NY City 10016
Ariz State Univ at Tempe
6 compliance triggers.
automatic influence.

ISBN 0-688-04107-8 Psych Prof.

Fixed action patterns. Principles of

RECIPROCITY
the need to give, recieve, and reciprocate.
Uninvited debts, the old give and take, the law of giving and
recieving. Reciprocate: to give something back. Service. Info.
Concessions. Premiums.
COMMITMENT AND CONSISTENCY
Hobgoblins of the mind, the need to remain consistent w/our
committments. To not be labeled flaky or unreliable. Remaining
consitent with previous stmnts/actns/committemnts. Start small.
Existing positions. Public positions
SOCIAL PROOF
the truths are us. When a person is confused or overwhelmed. We check
out what, others are doing/thinking. When people look to others to
decide what to do. The "popular" choice. Testimnials. Consensus.
Others responses/successes. Testimonials.
LIKING
the friendly thief. If a person likes you they are more likely to
comply with your requests.
Factors that enhance liking are: attractiveness, similarity,
compliments, contact, cooperation, conditioning, association.
Contact/conditioning: frequency/quality of exposure.
Affinity. Similarities. Compliments. Cooperation.
AUTHORITY
Directed reference. Titles, uniform, higher position.
Professionalism. Apperance. Knowledge. Credentials.
SCARCITY
the rule of the few. wanting s/thng if we feel the opportunity to do
it is becoming scarce. "Sold out". Last chance. Uniqueness.
Exclusivity. Inside info.
CAUSATION
the mere existence of a 'reason' for something. 'BECAUSE'... Implying
that there is some reason so it's O.K. to do it. Reasons.
Principles. Theories. Rules.
PRINCIPLE OF CONTRAST
Showing/Exposing them to the one they will most likely like
afterwards/second. Comparing the one you like to a first
request/example. Backing off the first offer and presenting another.
Easy vs. Hard. Large vs. Small. High vs. Low
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