‘Pay every debt, as if God wrote the bill’ – Ralph Waldo Emerson
‘One of the most potent weapons of influence around us (is) the rule for reciprocation. The rule says that we should try to repay in kind, what another person has provided us.’
This is the second post in a series on Robert B. Chialdini’s classic work on the study of persuasion, compliance and change, Influence: The Psychology of Persuasion, Revised Edition.
‘There’s a sucker born every minute’ – David Hannum
We all use mental shortcuts to navigate our world. To avoid information overload we filter, and we respond automatically, quickly and unconsciously to much of what we encounter.
For the most part we get it right. We’ve evolved systems and behaviors that deliver a successful result most of the time. These shortcuts, these automatic responses, play a big role in whether we say yes to, agree with or comply with requests. And these unconscious processes can be manipulated by compliance professionals like sales people or politicians, or 6 year olds who are unnaturally savvy to what makes us say yes.
In his classic work on the study of persuasion, compliance and change, Influence: The Psychology of Persuasion, Revised Edition, Chialdini helps us understand 6 psychological principles that underpin influence – consistency, reciprocation, social proof, authority, liking, and scarcity. And with an understanding he equips us with the beginnings of a defense.