Robert Cialdini’s Influence: The Psychology of Persuasion is one of the best books I ever read on the subject, describing in detail the factors behind influence
The 6 weapons of influence:
(1) reciprocity – if you offer help to someone, chances are he/she will feel obliged to reciprocate
- Attack: how do you get someone’s help? In reality, I believe that’s why we tend to help others ( usually in the first instance)
- Defend: when are the moments where you are manipulated to feel obliged to help others?