Bob Cialdini wrote the book “Influence” back in 1984. Since then, it has been cited many times as one of the keys to understanding cues that cause people to automatically consent or comply with suggestions. His insights were among the first to disclose that the human character is not strictly logical. To the contrary, much of our reaction to the outside world comes from what Dan Kahneman later called “fast thinking” , or what happens when our minds are on auto-pilot.
In “Influence”, Bob organizes the thousands of tactics that produce automatic consent into six categories – reciprocation, consistency, social proof, liking, authenticity, and scarcity. I will post about each these in this series, bringing out the key ideas so that they can be more easily used.