There is plenty scientific evidence to establish what techniques are the most effective in persuading someone.
The two best-known and best selling books in this category are Influence by Robert Cialdini and Psychology of Persuasion by Kevin Hogan.
Both authors are experts in the study of human behavior in this field and each has drawn up a list from their research of the things that make a difference.
Here is a summary of Robert Cialdini’s Six Rules of Influence:
- Reciprocation: Reciprocation is about how, if you do something for somebody, they will feel obliged to do something for you, or they will at least feel better about doing something for you.
- Commitment and consistency: People respond to others who are consistent in their messages. If you are constantly giving the same messages to people and acting in a consistent way, they will respond positively.
- Social proof: If people see others doing something, they assume that it must be okay to do it and therefore, they will be happier about doing it themselves.
- Liking: People respond much more readily to people that they like, and even to the friends of people that they like. They feel comfortable if they see similarity or like the things that you’re associated with.
- Authority: People invariably act more positively if they have respect for the authority of the person who is giving them information.
- Scarcity: People get so much more interested in something if they feel that it’s about to run out.
Influence: Science and Practice (4th Edition)
For more on Robert Cialdini, visit www.influenceatwork.com
Click here to see Kevin Hogan’s 10 Laws of Persuasion
PDF 
{ 9 comments… read them below or add one }
These rules are so simple yet can have a major profound effect by their use. Very interesting article.
AnneMarie
I also thought to read books mentioned here. Lets see when I will …
but nice to read those points.
I’m having a hard time reading and finishing INFLUENCE, but Cialdini’s ideas are awesome!
I haven’t checked yet on Hogan’s book, but it might be interesting too. Thanks for that.
Thanks for the comment. INFLUENCE is not really an easy read – Cialdini (with others) has also published a book called YES! – 50 Secrets from the Science of Persuasion, which is a much easier read and contains a lot of great information.
Robert!
Should I read the new book – 50 secrets …, you mentioned, instead of INFLUENCE.
I’d probably suggest reading YES! first. It doesn’t have the same detail as Influence but it’s a much easier read. You may find you want to read Influence afterward for more detail.
One of my mentor’s told me to read this book. He gave a presentation that was so persuasive! Then he went back through and broke it down step by step from this book. As a listener, I wanted want be had to offer. I’m excited to download the audio for this book and start applying these principles to by business. Thank you for simplifying these principles in your blog!
I have been a huge fan of Dr. Cialdini for a long time, and have used his groundbreaking research and insight to help my clients become more outgoing and popular.
While I don’t have nearly the reach of Dr. Cialdini, my readership was quite responsive to a recent blog post I wrote (http://www.online-dating-mastery.com/?p=1668)
quoting some of the Dr.’s ideas regarding gaining popularity.
I am a dating coach, and while I know that Dr. Cialdini didn’t write this information with that segment of the population in mind, I feel that his ideas are so universal that if we just think out of the box a little bit we can apply it to nearly every facet of our lives.
I would love to write a testimonial or supply any information that would help promote Dr. Cialdini’s ideas to a wider audience.
Thank you,
JT Pierce
Many thanks for the comment. I agree these principles can be applied to any area of your life. As you’ve shown in your interesting post, that certainly includes relationships.
Best regards
Robert
{ 2 trackbacks }