The next book in my “Book Notes” series is Never Split the Difference by Chris Voss.  A Wall Street Journal Best Seller, the book claims that life is a series of negotiations.  With over two decades in the FBI, Voss, now a consultant, became the FBI’s lead negotiator in international kidnappings.  As before, I am… Continue reading Book Notes: “Never Split the Difference” – Chapters 1-2

Chapter 7 – Scarcity: The Rule of the Few The scarcity principle is the idea “that opportunities seem more valuable when their availability is limited.”  This principle can take hold even when it merely seems like there are no more products in stock.  Cialdini gives an example where an employee tells a shopper that the… Continue reading Book Notes: “Influence” – Chapter 7

Chapter 5 – Liking: The Friendly Thief Cialdini opens the chapter stating, “we most prefer to say yes to the requests of someone we know and like.”  He says there are several factors that increase likeability. First, as superficial as it might seem, physical attractiveness can be advantageous when trying to influence.  Cialdini says that… Continue reading Book Notes: “Influence” – Chapters 5-6

Chapter 4 – Social Proof: Truths Are Us Cialdini begins the chapter talking about “canned laughter” that show business uses in its productions.  He shares that even though the audience knows the laughter is not genuine, it makes the audience laugh more and find the material funnier.  He attributes this to the “social proof” principle… Continue reading Book Notes: “Influence” – Chapter 4

Chapter 3 – Commitment and Consistency: Hobgoblins of the Mind This chapter’s principle of influence “is, quite simply, our nearly obsessive desire to be (and to appear) consistent with what we have already done.”  Staying consistent is valued in our society and is often associated with “personal and intellectual strength.”  Cialdini explains how he experienced… Continue reading Book Notes: “Influence” – Chapter 3