The 6 Rules of Influence - The science and practice of persuasion

LIKINGPEOPLE ARE EASILY PERSUADEDBY PEOPLE THAT THEY LIKE OR INWHOM THEY HAVE FAITH

AUTHORITYPEOPLE TEND TO OBEY AUTHORITY

FIGURES, REAL OR FAKE, EVEN IFTHEY ARE ASKED TO PERFORM

OBJECTIONABLE ACTS

SCARCITYTHINGS ARE MORE ATTRACTIVE WHEN THEIRAVAILABILITY IS LIMITED OR WHEN WE STANDTO LOSE THE OPPORTUNITY TO ACQUIRETHEM ON FAVORABLE TERMS.

WE GENERALLY AIM TO RETURNFAVORS, PAY BACK DEBTS, GIVE INEXCHANGE, AND TREAT OTHERS ASTHEY TREAT US.

RECIPROCITY

IF PEOPLE COMMIT, ORALLY OR INWRITING, TO AN IDEA OR GOAL, THEYARE MORE LIKELY TO HONOR SUCH TOREMAIN CONGRUENT WITH THEIRSELF- IMAGE.

CONSISTENCY

WHEN UNCERTAIN OR MAKING ADECISION, PEOPLE WILL DOTHINGS THAT THEY SEE OTHERSDOING.

SOCIAL PROOF

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