# Book\_ Influence - *** ## title: Book: Influence - Influence - Created: Jan 25, 2017 12:42 AM - Tags: Book, Klib - Updated: Jan 25, 2017 12:42 AM - [Cialdini PhD, Robert B.](https://www.amazon.com/s/ref=as_li_ss_tl?_encoding=UTF8\&camp=536\&creative=3132\&field-keywords=Influence\&linkCode=ur2\&tag=llll1-23\&url=search-alias%3Dbooks) - 8 highlights, 1 note - Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. - —consistency, reciprocation, social proof, authority, liking, and scarcity— - When she returned a few days later, she was not surprised to find that every article had been sold. She was shocked, though, to discover that, because the employee had read the “½” in her scrawled message as a “2,” the entire allotment had sold out at twice the original price! - twice the pric - fixed-action patterns, they can involve intricate sequences of behavior, such as entire courtship or mating rituals. - well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do. - A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do. - “You get what you pay for” - perception, the contrast principle, that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is. So if we lift a light object first and then lift a heavy object, we will estimate the second object to be heavier than if we had lifted it without first trying the light one.