People place more value on things that are scarce or in limited supply.Use urgency, exclusivity, and limited-time offers to create scarcity.

Scarcity: Limited Time Only

Use limited-time offers, exclusive deals, or a sense of urgency to persuade people to take action.People are more likely to act when they feel like they might miss out on something valuable.

Create a Sense of Urgency and Scarcity

People are more likely to be influenced by those they like.Build rapport, find common ground, and be genuinely interested in others to establish likability.

Liking: Be Liked to Be Heard

People are more likely to follow the advice of an authority figure.Highlight your expertise, credentials, and experience to establish authority.

Authority: Listen to the Experts

Offer value and support to others without expecting anything in return to create goodwill.People will feel obliged to help you out in return.

Use Reciprocity to Get Ahead

People feel obliged to repay others who have done them a favor.Offer value without expecting anything in return to initiate the principle of reciprocity.

Reciprocity: Give to Receive

Share your achievements, credentials, and experience to establish yourself as an authority figure.People are more likely to follow the advice of someone who has proven their expertise.

Highlight Your Credentials and Expertise

"Influence: The Psychology of Persuasion" by Robert Cialdini is a fascinating book that explores the science of influence and how people can use various techniques to persuade and influence others. The book provides insights into the different factors that influence people's decisions, including social proof, authority, and scarcity.

The Power of Persuasion

People feel pressure to act consistently with their beliefs and commitments.Encourage small commitments that lead to bigger commitments.

Commitment and Consistency: Stay True to Your Word

Look for shared interests, experiences, or goals to establish a connection with others.People are more likely to listen to and trust those they feel connected to.

Find Common Ground to Build Rapport

People are more likely to do something if they see others doing it.Use testimonials, case studies, and endorsements to demonstrate social proof.

Social Proof: Follow the Herd

Cialdini breaks down the art of persuasion into six principles: reciprocity, commitment and consistency, social proof, authority, liking, and scarcity.

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: <ul><li>Reciprocation</li><li>Commitment and Consistency</li><li>Social Proof </li><li>Liking </li><li>Authority</li><li>Scarcity</li><li>Unity, the newest principle for this edition</li></ul>Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

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Robert B. Cialdini, PhD is an accomplished writer whose work has resonated with readers around the world. Robert B. Cialdini, PhD has published several books that explore a range of topics, from fiction to nonfiction, and has received critical acclaim for the ability to weave compelling narratives. Robert B. Cialdini, PhD's writing style is known for its depth and authenticity, and has earned quite a loyal following of readers.

Create a Sense of Urgency and Scarcity

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Scarcity

SCARCITY

Mere Urgency Effect - Urgency trumps importance