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.
PRINCIPLE
HOW TO BRING “YES”
THE “DARK SIDE”
HOW TO AVOID BEING TRAPPED
Opinion Essay:
Which of the six principles was most enlightening for you
and how will you apply the principle in your own life?