People are trying to influence you all the time. Sometimes they’re doing it in an annoying or underhanded way. I signed up for a credit card recently, and the bank that issued the card sent me a ...

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In Influence: The Psychology of Persuasion, Robert Cialdini discusses the concept of reciprocity, which is that we are hard-wired to respond positively to a gift, even if we didn’t ask for it, or even ...

Then he went back to the lab to test the principles he thought he saw working out there in the real world. After several years of study, Cialdini came up with six principles of social influence — ...