“Influence: The Psychology of Persuasion”. Book Summary | by Volodymyr Osmak | Oct, 2023

There is no expedient to which a man will not resort to avoid the real labor of thinking.

Ever wondered why you find yourself saying ‘yes’ to things you didn’t plan on? I did too. In this book Cialdini unravels the psychological secrets behind our compliance. With engaging anecdotes and real-world examples, the book sheds light on the six universal principles that drive our behavior.

You’ll learn to recognize when these principles are being used on you and, better yet, how to ethically apply them in your own interactions. Whether you’re in sales, marketing, or just navigating the complexities of everyday life, this book equips you with insights that can sharpen your decision-making skills and make you more mindful of the subtle influences shaping your choices.

Robert Cialdini is a psychologist, author, and professor emeritus of psychology and marketing at Arizona State University. He is best known for his groundbreaking work in the field of influence and persuasion.

Cialdini was born on April 27, 1945, in Milwaukee, Wisconsin, USA. He earned his Ph.D. in social psychology from the University of North Carolina at Chapel Hill and has held various academic positions throughout his career.

Cialdini’s work has not only contributed significantly to academic research but has also been widely applied in various sectors, including marketing, sales, advertising, and negotiation. He continues to be a prominent figure in the study of social psychology and behavioral economics.

Cialdini’s extensive research on the psychology of persuasion led him to identify six universal principles of influence:

1. Reciprocity: People…