6 Weapons of Influence: "Why do people say 'yes'? How can we get them to comply with our requests? I asked my Fripp Associate David Palmer, PhD, MBA, CPA, an expert on negotiations and marketing. David Palmer has read more business books and managements books than any other person I have ever met; without hesitation he always refers to the best book to help anyone in their career is Robert Cialdini's Influence: Science and Practice. Enjoy my interview. You next logic step is to buy Dr. Cialdini's book.
'Fortunately, people often say 'yes' or agree with requests out of mindless compliance,' David told me. 'They are frequently willing to say 'yes' automatically without thinking first. It makes their lives simpler and smoother. But what most of us are trying to overcome is the opposite phenomenon, when they've programmed themselves to say 'no' without thinking about it.
'Here's where the emotional triggers come in. Researcher Robert Cialdini at Arizona State University describes the 'Six Weapons of Influence,' as he calls them, in his book, Influence, Science and Practice (Allyn & Cacon, 2000).'"
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