Our brain loves shortcuts, and they can be used to manipulate us.
THE PSYCHOLOGY OF DEALS
Jonah Berger • Contagious: Why Things Catch On
The emotion default: we tend to respond to feelings rather than reasons and facts. The ego default: we tend to react to anything that threatens our sense of self-worth or our position in a group hierarchy. The social default: we tend to conform to the norms of our larger social group. The inertia default: we’re habit forming and comfort seeking. We
... See moreShane Parrish • Clear Thinking: Turning Ordinary Moments into Extraordinary Results
Like in Influence: The Psychology of Persuasion Dr. Robert B. Cialdini breaks down the psychology behind why people say “yes.” There are six universal principles behind persuasion: 1. Reciprocity – pay back what we receive 2. Scarcity – people want what they can't have 3. Authority – people follow credible experts 4. Consistency – consistency with
... See more... • This Won't Scale
The principles—reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity—are discussed both in terms of their function in society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, or
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Buyology: Truth and Lies About Why We Buy