Contact is one reason people try to eat at the same restaurants over and over and over again instead of trying a new place. And like Darth Vader, Cooperation is a two-way street, and influence is a kind of exchange. You see everyone else staring up at the sky, so you look up too (works every time). And cupcakes!! hero rescue a brave princess from captivity. Like Luke, by John Wayne, experiences a last-second moral regeneration. Introduction: - Six basic categories [of influence] . Kurosawa’s classic the Star Wars trilogy, The Searchers is Kurosawa’s influence on Star Wars is Here are the 6 main principles explored in this book: This rule states that “…we should try to repay, in kind, what another person has provided us.”. We see the same dynamic within agencies: Planners hang out with Planners, Creatives hang out with Creatives, and so on. We like people who are similar to us, with the same views, interests, beliefs and values. Joe Girard won for twelve years straight the title of ‘Number one salesman’, selling on average five cars or trucks a day. From the creators of SparkNotes. he made the Star Wars trilogy, one of the most Reject & Retreat – This technique consists of first demanding a high price (or a large favour), then waiting for it to be rejected, only to follow this demand up with a smaller one, (that you really wanted all along). very like Jedi Knights in that they are a separate caste devoted This book was a pre-curser to Behavioural Economics and was one of the classics in business. The scarcity principle states that “…opportunities seem more valuable to us when their availability is limited.” Fans of behavioral economists may see how this ties into the concept of Loss Aversion — the fear of loss is always greater than the desire for gain. On influence [T]he only way on earth to influence other people is to talk about what they want and show them how to get it. We therefore need to find areas of shared interest to increase rapport and connection. Suggestions for Further Reading and Viewing. If you wish to subscribe to my free monthly book summaries then please email me on [email protected]) Content = *** Readability = *** Clarity & Structure = *** IN A NUTSHELL Cialdini has identified 7 key influencers of persuasion (based on 35… His Ex Heard Us Having Sex Over the Phone, What It’s Like Being Married to a Sex Addict, My Past Trauma Has Changed The Way I Hold On To Relationships. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success. his Japanese-sounding name) seem to suggest those of the poor samurai A good example are the cliques that form in high school: athletes, nerds, band geeks, etc. Very simply, people tend to follow authority figures. in which the young hero also returns to his family’s farm to find Another direct influence on Lucas, above and beyond the The greater the perceived authority of a person, the more likely people are to comply (cf the Stanley Milgram experiments). thanks a lot! An item that is scarce is more desirable than one that is freely available. His formula behind his success was simple; he provided a fair price, and someone they like to buy from. Policemen, firemen, clergy, office managers, etc. The content is basically the same, but it omits the classroom-oriented layout. At the supermarket, or a warehouse club like Costco, “free” samples encourage the reciprocity rule when they make you buy something you wouldn’t have otherwise. To work well in contemporary organizations, you need to be able to wield influence. Change ), You are commenting using your Twitter account. Studies found that when people are asked if they would vote led to an increased likelihood to follow-through. samurai of The Seven Samurai, for example, are The essence of leadership at any organizational level is to elicit cooperation, since even leaders with authority rarely have enough power to force people to cooperate. Endless chain – When a salesman approaches the person recommended, saying “your friend recommended this for you” it increases the chance they will make a purchase. The public announcement, or what I call “forced accountability,” will motivate you to be more consistent in your training so you hit your goal. I could easily have summarized every single blink in this summary, such a good one. influence of the genre itself, was John Ford’s classic western, The The book explains the psychology of why people say “yes” — and how to apply these understandings. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. One of his key tactics however was to employ the use of compliments. Turning the salesman away is difficult as it’s like rejecting one’s friend. Ben defends Luke in the Mos Eisley cantina. We are more motivated to act if we think we are going to lose something, than if we are to gain something. An Indian supermarket sold £1000 of cheese in a few hours by inviting customers to slice their own free samples. ). As a rule, we prefer to say yes to the request of those we like over those we don’t. So Your Friend is in a Toxic Relationship? As the receiver cannot unburden themselves from the subconscious debt, the social pressure to donate leads to a higher donation rate than merely soliciting alone. Like The more power a person is deemed to have, the more generous people are when estimating their height, and the more cautious we are with our conversations. This is because, nurses and junior doctors will very rarely challenge the decision made by an authoritative figure, despite receiving potentially lethal, or bizarre requests. The Influence Model. We tend to remain consistent to our commitments, once we have made them (consistency is a socially attractive trait). Ever notice how people says “WE won! severed arm, filmed in the same way, in Kurosawa’s Yojimbo. This led to an increase in the numbers of volunteers by 700%. I was wondering what other books on this subject do you recommned when you say “I feel the latest BE books have moved the subject on.”. Hi, Great review! Washington Square Introduction + Context. Change ), You are commenting using your Google account. Washington Square by Henry James Plot Summary | LitCharts. This fact is exploited worldwide, e.g. You just became BFFs!! and Yojimbo (1961), often feature members of the Influence, the classic book on persuasion, has sold over three million copies and has been translated into thirty languages. Black Friday and Cyber Monday are great examples. The best book is Thinking fast and slow. the father figure in The Searchers, played unforgettably The shot of the ruffian’s important was the samurai films of Akira Kurosawa. The high pressure environment, like an auction can lead an item being sold for an elevated price as the buyers fear losing out to another person. ( Log Out /  Fortress (1958), in which two bumbling friends help a roguish It has been mentioned in 50 Psychology Classics. (Summarised by Paul Arnold. Change ), You are commenting using your Facebook account. Among the more specific influences that guided Lucas as You stay married, even though divorce may be the best option, because you’ve made a public commitment “til death do us part”. This principle is about our “…desire to be (and to appear) consistent with what we have already done. - The ever accelerating pace and information crush of modern life will make this particular form of unthinking compliance more and more prevalent in the future. You tell everyone you’re running your 1st marathon in 3 months. This effect is amplified by how similar the person whose actions we are watching are to ourselves. the hero of The Searchers is drawn into a relationship even more specific than that, however. warrior class of samurai who try to live their lives according to Quote from a child: ‘If you want a kitten, first ask for a pony’ (Ed). ), but the message printed on the face of the card never varied. Influence, the classic book on persuasion, has sold over three million copies and has been translated into thirty languages. This rule “…applies especially to the way we decide what constitutes correct behavior. “…we know that the things that are difficult to possess are typically better than those that are easy to possess, we can often use an item’s availability to help us quickly and correctly decide on its quality.” Rather than weighing all the pros and cons, we use scarcity as a mental shortcut to make decisions. Allyn & Bacon: 2001. ( Log Out /  Thanks in advance! It helps us understand why “Yes We Can” worked so well as a unifying slogan for the 2008 Obama campaign. Plot Summary. You start wearing your jeans really low because all your friends are doing it. Searchers (1956).The scene in which Luke If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own. I often ask guests on my podcast to recommend their favorite books and Influence figures up in the top three books in the recommendation. that the inspiration for the characters of C-3PO, R2-D2, Han Solo, Showing potential customers the most expensive item first then working downwards in price leads to an increase in the amount spent (as the next products seem cheaper in comparison). is shot in such a way that it echoes a similar scene in Ford’s film, Still curious? Every month he sent every one of his 13,000 former customers a holiday greeting card containing a personal message. and Princess Leia could be found in Kurosawa’s The Hidden Its examples may be a bit dated but its core principles remain as powerful. The most successful leaders all have one thing in common: They've read How to Win Friends and Influence People. Cialdini, Robert B. ( Log Out /  The tips/donations are sometimes ‘salted’ by having money already placed there or having a stooge give money to stimulate others to tip. POW’s in Korea who were made into collaborators, started co-operating when they were labelled and classed themselves as a collaborator. Among the more specific influences that guided Lucas as he made the Star Wars trilogy, one of the most important was the samurai films of Akira Kurosawa.Kurosawa’s classic samurai movies, such as The Seven Samurai (1954) and Yojimbo (1961), often feature members of the warrior class of samurai who try to live their lives according to the honorable code of bushido, the way of the warrior. For the ladies, if a guy takes you out to an expensive dinner, you feel obligated to go out with him again even though you weren’t that into him. Because they’re familiar and “closer to home.”. And if you were a total social outcast, you probably associated with other outcasts. However, the other book Influence: The Psychology of Persuasion, is designed for a more general audience. The way people are dressed (Ex: 3-piece suit vs. tank top and board shorts). the buildings burned and his aunt and uncle murdered. This is why it is recommended to write down/verbally state our goals, as we then stand a much greater chance of sticking to them (cf http://www.stickk.com – Ed), Households were called and asked to predict what they would do if they were asked to volunteer for three hours to collect for charity. Three days later, they were recalled and asked to collect for charity. The same rule applies to name droppers, who want you to know who they know (did I mention my neighbors in high school were.

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