《影响力》读书笔记

The rule of authority states that we tend to comply with or follow the directions of someone who is perceived as an expert or a leader in a certain domain.

Examples of authority techniques include:

Establish your credibility and expertise by displaying relevant signs or symbols of authority

Communicate your competence and mastery by using appropriate language and knowledge

Align yourself with reputable and influential sources of authority that support your offer or request

How to use authority:

Seek out independent or conflicting information from other sources

Assert your own rights and interests over the demands or expectations of the authority figure

How to resist authority:

Principle 4: Authority

The rule of liking states that we prefer to say yes to individuals we like.

Examples of liking techniques include:

Build rapport and trust with your target person by finding areas of similarity or agreement

Express your admiration and gratitude for your target person's qualities or achievements

Present yourself in a positive and attractive manner that appeals to your target person's preferences

How to use liking:

Be aware of how your emotions and feelings affect your decisions and judgments

Focus on the merits and drawbacks of the offer or request rather than the person making it

How to resist liking:

Principle 5: Liking

The rule of scarcity states that we assign more value to opportunities that are less available.

Examples of scarcity techniques include:

Highlight the benefits and advantages of your offer or request that are scarce or exclusive

Communicate the potential loss or regret that your target person may experience if they miss out on your offer or request

How to use scarcity:

Question the validity and necessity of the scarcity claims made by the source of influence

Avoid making hasty or impulsive decisions based on fear or greed

Seek out alternative or comparable options that are more abundant or accessible

How to resist scarcity:

Principle 6: Scarcity

The book concludes by summarizing the main points and offering some practical advice on how to apply and defend against the six principles of influence in various situations.

Conclusion

The book explains the six universal principles of influence and how to use them to persuade others and defend yourself against manipulation.

The book is relevant for anyone who wants to understand how human behavior is shaped by social influences and how to use this knowledge to achieve personal and professional goals.

Introduction

Offering concessions or discounts

Providing personalized or exclusive information

Examples of reciprocation techniques include:

Give something of value before asking for something in return

Follow up with a reminder of what you have given and what you expect in return

How to use reciprocation:

Recognize when you are being manipulated by an unwarranted or disproportionate favor

Refuse or return the favor if possible

Separate the favor from the request and evaluate them independently

How to resist reciprocation:

Principle 1: Reciprocation

This rule makes us more likely to comply with requests that are aligned with our existing commitments or self-image.

Asking for small initial commitments that can be easily made

Using public declarations or written statements to reinforce commitments

Increasing the cost or difficulty of changing one's mind or behavior

Examples of commitment and consistency techniques include:

Start with small requests that are easy to agree to and gradually escalate them

Involve your audience in active participation or voluntary choice

How to use commitment and consistency:

Be aware of your own reasons and motives for making a decision or taking an action

Avoid making rash or impulsive commitments that you may regret later

Reevaluate your commitments periodically and be willing to change them if necessary

How to resist commitment and consistency:

Principle 2: Commitment and Consistency

Examples of social proof techniques include:

Provide evidence of how others have benefited from your offer or recommendation

Emphasize the similarity or proximity between your audience and the sources of social proof

How to use social proof:

Seek out alternative or contradictory information from other sources

Trust your own judgment and experience over the opinions of others

How to resist social proof:

Principle 3: Social Proof

Influence: The Psychology of Persuasion