Harnessing the Science of Persuasion by Robert B. Cialdini

Vocabulary flashcards based on Robert B. Cialdini's lecture on the principles of persuasion.

Persuasion

The act of convincing someone to do or believe something.

Charisma

A personal quality that gives an individual influence or authority over a large number of people.

Reciprocity

The practice of exchanging things with others for mutual benefit.

Social Proof

The psychological phenomenon where people conform to the actions of others under the assumption that those actions are reflective of the correct behavior.

Commitment

The state or quality of being dedicated to a cause or activity.

Authority

The power or right to give orders, make decisions, and enforce obedience.

Scarcity

The state of being in short supply; the principle that people want more of what they can have less of.

Liking Principle

The concept that people are more likely to be influenced by those they like or who express liking toward them.

Expertise

Having a high level of knowledge or skill in a particular area.

Commitments must be voluntary

People are more likely to adhere to commitments they have made freely rather than under pressure.