Dr. Robert Cialdini's Seven Principles of Persuasion | IAW (2024)

FAQs

What are the 7 principles of persuasion by Robert Cialdini? ›

Also known as Cialdini's 7 Principles of Influence, the principles are reciprocity, commitment or consistency, consensus or social proof, authority, liking, scarcity, and unity. Humans are social creatures. We like to live in communities. We have friends, families, and loved ones.

Cialdini's 6 Principles of Persuasion are reciprocity, scarcity, authority, commitment and consistency, liking and consensus. By understanding these rules, you can use them to persuade and influence others. Of course, doing so isn't always an ethical thing to do.

Cialdini Principles: scarcity, authority, social proof, sympathy, reciprocity, consistency and unity form Dr. Robert Cialdini's 7 influencing techniques. You have a website that gets traffic, but you're not getting enough results from it.

Brief summary

Cialdini is a psychology book that explores why people say "yes" and how to influence them ethically. It unveils six principles of influence, and how to defend against them.

The golden rule for being persuasive is straightforward: The golden rule of persuasion is to lay the groundwork; never suggest anything to anyone who isn't ready to comply — yet.

Social proof (or informational social influence) is a psychological and social phenomenon wherein people copy the actions of others in choosing how to behave in a given situation. The term was coined by Robert Cialdini in his 1984 book Influence: Science and Practice.

The First Universal Principle of Influence is Reciprocity

If a colleague does you a favor, then you owe that colleague a favor. And in the context of a social obligation people are more likely to say yes to those who they owe.

5. Liking. People are easily persuaded by other people that they like (Cialdini calls this liking, but it is basically just the affect heuristic talked about previously). People were more likely to buy Tupperware if they liked the person selling it to them.

Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Seven Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence.

What are the lessons of influence by Robert Cialdini? ›

Cialdini presents six universal principles of influence: reciprocity, scarcity, authority, consistency, liking, and social proof. Through real-life examples and psychological research, he shows how these principles can be harnessed ethically or exploited unethically for personal gain.

Social Influence Theory. Robert Cialdini's book Influence: The Psychology of Persuasion discusses the importance of social influence in a person's daily life. Cialdini defines socialization as the process whereby an individual takes on the appropriate customs and beliefs of their society or culture.

He describes seven culture-shaping areas of influence over each society—media, government, education, economy, family, religion, and celebration (arts and entertainment)—that are the keys to taking a nation for the kingdom of God.

Social psychologist Robert Cialdini has identified six principles of persuasion: scarcity, authority, consistency, reciprocity, consensus, and liking. In this post, we'll give you examples of Cialdini's principles of persuasion, as well as a quick classroom exercise to help you prepare for your lecture.

To summarize, a persuasive message can succeed through the principles of reciprocity, scarcity, authority, commitment and consistency, consensus, and liking.

Cialdini's Six Principles of Influence are reciprocity, scarcity, authority, commitment, liking and consensus.

With Unity, Cialdini is referring to a shared identity that both the influencer and influencee are part of. The more we perceive people are part of “us,” the more likely we are to be influenced by them.