See, for example, the long-established fact that sons of single mothers are more likely to commit violent crimes than children who grow up with married parents.(The war against sons is often fought by their own mothers.) Once this premise is established for each of the six principles, Dr. Cialdini, there is no human society that doesn’t practice the rule of reciprocity.Cialdini then notes how to use each weapon of influence and how to defend against their use. This is a cultural standard that obligates us to return favors, gifts, invitations, and the like.
The question of how to use reciprocity to your advantage is actually quite simple: “another person can trigger a feeling of indebtedness by doing an uninvited favor.” Thus, the power is held by the person who acts first.
After that, the debt is triggered and the beneficiary of the favor or gift doesn’t exactly act voluntarily in response.
Even small favors can trigger a sense of obligation to agree to a substantially larger favor in return.
This is a man who makes his living by gaining the trust of his targets before slipping off their watches, stealing their wallets, and lifting whatever else they may have in their pockets.
Robbins is only great pickpocket because he’s probably even better at reading people, diverting their attention, and gaining their trust and compliance.
His skills are recognized outside the Vegas strip; his clients include a list of multinational corporations and he consults the Department of Defense on human behavior.
And so when Robbins notes that he’s a devotee of a book on persuasion, it’s a good idea to grab a copy. Cialdini’s “Influence: The Psychology of Persuasion,” a national bestseller first published in 1984 (I have the 2007 “Revised Edition”) that gives a thorough treatment of six universal principles of persuasion.
Anyone reading this website, when they think of persuasion, probably think of women. There’s persuasion rampant in the theory and application of game, from male leadership to personal style to text scarcity.
But this book is more than just a supplement to increase your success with women.
It’s a roadmap of general principles to apply to the particulars of your life.
This book has a basic premise: human behavior works in a mechanical, input-activated way.