Socil Influence

Cialdini, R.B. (2009). Influence: Science and Practice (5th ed.). Boston, MA: Pearson. this is the text book

Using the six principles of persuasion, Reciprocity, Commitment and Consistency, Social Proof, Authority, Liking, Scarcity The purpose is to make sure we apply what we have learned to ourselves and to our relationships, and to our work in the field of psychology.

Column 1 is where you put the principle (e.g. Reciprocity)

Column 2 is where you indicate why the principle works so that someone will say “yes” AND how you can use the principle in your own life to make it better. NOTICE THE AND – that means it is a two part column

Column 3 is where you indicate how someone can use the principle to cause another person to say “yes” when they should/could/aught/want to say “no” – or in some other way may harm other people or themselves

Column 4 is what skills, tools, techniques, ways of thinking someone can use to stop the dark side and bring on the light

Fill in the following table for each of the Six Principles of Influence and Persuasion.

Opinion Essay:

Which of the six principles was most enlightening for you and how will you apply the principle in your own life?