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Six Degrees of Social InfluenceScience, Application, and the Psychology of Robert Cialdini$
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Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver

Print publication date: 2012

Print ISBN-13: 9780199743056

Published to Oxford Scholarship Online: March 2015

DOI: 10.1093/acprof:osobl/9780199743056.001.0001

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Underestimating One’s Influence in Help-Seeking

Underestimating One’s Influence in Help-Seeking

(p.14) Chapter 2 Underestimating One’s Influence in Help-Seeking
Six Degrees of Social Influence

Francis J. Flynn

Vanessa K. Bohns

Oxford University Press

This chapter examines the extent to which people underestimate their influence on others in terms of help-seeking and compliance. Drawing on Robert Cialdini's 1984 book, Influence: The Psychology of Persuasion, which tackles the art and science of persuasion, it shows that people can be persuaded to say “yes” if you just give them a chance. It also suggests that a fancy title or massive wealth is not necessary for someone to wield power over others; all that is required is a little bit of knowledge about the psychology of compliance. Finally, it discusses help-seeking as a source of influence as well as the importance of aligning the goals of the persuader and the target.

Keywords:   influence, help-seeking, compliance, Robert Cialdini, Influence: The Psychology of Persuasion, persuasion, psychology, goals

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