Influence: The Psychology of Persuasion

What does Cialdini mean when he refers to the seven levers of influence as “shortcuts?” How and why are these shortcuts used in the digital age? Which shortcuts do you think you tend to use most often, and why?

How is influence used and misused in the political realm? What, if anything, could be done to mitigate the misuse of influence in politics?

Cialdini has an optimistic view on how the levers could be used to bring humanity together as a species. Do you agree that this is possible? If so, why and how? If not, why not?

What trends in food, music, fashion, and/or social media are currently being championed by social proof? Why are these things important? How have social media influencers become part of the compliance professionals community?

Cialdini states that the average person perceives authority figures to be taller and more attractive than they actually are and that con artists sometimes fake authority. How can the average person tell the difference between an actual authority and someone pretending to have authority? How is authority mispresented or misused today in the media, politics, and/or entertainment?

As a consumer, which levers of influence do you detect in advertising, merchandizing, and/or salesmanship in your day-to-day life? What tactics can you use to combat these levers?

Beyond romantic commitments and promises made to family, friends, and employers, where might a person draw the line when it comes to making a verbal or written commitment to others? How can a decision or commitment be best revised or revoked when necessary?

In what ways have the forms and techniques of these levers changed in the modern age compared to earlier periods of history? How do you anticipate these levers adapting in the future?