Influence: The Psychology of Persuasion

What it is about

Robert Cialdini organizes decades of behavioral research around recurring principles of influence, including reciprocity, commitment, social proof, liking, authority, scarcity, and unity. The book explains both how ethical persuasion can reduce decision friction and how the same mechanisms can be exploited when attention is limited. I keep it on this shelf because I want to be slower before I turn a feeling into a verdict.

Why I keep it

Cialdini. The six levers, and how often they are pulled on me.

Key ideas

Beside it on the shelf · Psychology & Therapy