Click here to download a free sample of this summary.

Influence is primarily about compliance – using psychology to increase the odds that someone will say yes to whatever you request. To effectively influence someone, you can make them believe you have similar personality traits as them, you can make them believe something is rare, or you can get them to say yes to a simpler request first, in order to trigger their desire to be consistent in their behavior. This book describes these techniques (as well as others) in detail, as well as valid defensive techniques to avoid being influenced.

“There are some people who know very well where the weapons of automatic influence lie and how employ them regularly and expertly to get what they want.”