Cialdini's 6 Principles of Persuasion Quiz and Flashcards

What is the title of the book published by Robert Cialdini in 1984?

What is the core idea behind Cialdini's work?

What is the purpose of understanding Cialdini's six principles of persuasion?

Which of Cialdini's six principles is related to the idea that humans value equality and balance?

What is the term for the decision-making shortcuts used by individuals?

How many principles of persuasion did Cialdini identify?

What is the primary reason why waiters provide mints with the bill?

What is the purpose of providing a personalized and unexpected gift in the context of reciprocity?

What is the effect of reducing the availability of a product or service on people's desire for it?

What is the outcome of doing favors for others and helping people in the context of reciprocity?

What is the potential drawback of being too over the top with the principle of reciprocity?

What is the primary purpose of the 6 Principles of Persuasion, as described by Cialdini?

Cialdini's 6 Principles of Persuasion

Reciprocity is one of Cialdini's 6 Principles of Persuasion, which is the desire to return a favor or gift.
The principle of reciprocity can be used to influence the behaviors of others by giving them a personalized and unexpected gift.
The value of the gift is less important than the act of the gift itself.
Examples of using reciprocity include waiters providing mints with the bill, workshop facilitators providing cookies as they ask for feedback, and leaders providing a team day out just before issuing the annual engagement survey.

Reciprocity in the Workplace

In the world of work, reciprocity can be used by doing favors for others, helping people, and publicly praising others.
These actions build up a bank of social obligations owed to you, which will be settled at some point, probably to your advantage.
However, if you're too over the top with this type of behavior, it will cease to work.

Scarcity

Scarcity is the second of Cialdini's 6 Principles of Persuasion, which means that the less of something there is, the more people tend to want it.
This principle can be used to increase interest in a product or service by reducing its availability or creating a sense of scarcity.

Cialdini's Six Principles of Persuasion

Robert Cialdini published his book "Influence: The Psychology of Persuasion" in 1984, which explores factors that affect the decisions that people make.
His work is an influential precursor to Nudge Theory and Sludge.
Cialdini's six core principles that affect decision-making shortcuts are reciprocity, scarcity, authority, commitment and consistency, liking, and consensus (or social proof).
Understanding these six principles can help individuals use them to their advantage when trying to persuade others to take a specific action or buy a specific product.

Test your knowledge of Robert Cialdini's iconic book 'Influence: The Psychology of Persuasion', which explores the factors that influence people's decisions, particularly in sales and purchasing. Learn about the six principles of persuasion and how they affect human decision making.