Cialdini's Principles of Influence
Robert Cialdini's six principles of influence β Reciprocity, Commitment and Consistency, Social Proof, Authority, Liking, and Scarcity β are the foundational framework of persuasion psychology, developed from three years of field research and documented in *Influence: The Psychology of Persuasion* (1984). Each principle describes a deeply embedded mental shortcut that humans use to decide whether to comply with a request, and each can be ethically applied to communication, sales, leadership, and negotiation.