10 MUST-READ BOOKS ON INFLUENCE

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Mar 24, 2025

Dive into the fascinating world of influence with insights from ten essential books. Explore Robert Cialdini's principles and Aristotle's timeless theories of persuasion. Learn about the power of nudging to promote better choices without restricting freedom. Discover the evolution of motivation, emphasizing intrinsic rewards over monetary incentives for deeper personal growth. Plus, delve into the art of persuasion through respectful dialogue and emotional connections to effectively change minds.

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INSIGHT

Influence Versus Persuasion Defined

Owen Fitzpatrick defines influence as anything that changes how someone acts or thinks.
He says persuasion is a deliberate subset focused on changing attitudes or behavior.

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ADVICE

Use Reciprocity First

Do something for people first to trigger reciprocity and increase compliance.
Give free samples or unexpected favors to create an obligation to reciprocate.

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INSIGHT

Start With Small Yeses

People prefer consistency with past commitments, so small initial 'yes' increases later compliance.
Ask for tiny commitments first to move them toward bigger actions.

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Principles of Persuasion

Understanding the Evolution of Motivation

24:51 • 4min

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The Art of Persuasion

28:48 • 21min

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#31665

Persuasion Engineering

Richard Bandler

John LaValle

#5970

• Mentioned in 5 episodes

Words That Work

Hubert Simon

#493

• Mentioned in 40 episodes

How Minds Change

The Surprising Science of Belief, Opinion, and Persuasion

David McRaney

In 'How Minds Change,' David McRaney delves into the latest research from psychologists and neuroscientists to explain why people believe what they do and how those beliefs can change. The book examines various methods such as deep canvassing and social epistemology, and features stories of individuals who have dramatically changed their minds, including a former 9/11 conspiracy theorist and a member of the Westboro Baptist Church. McRaney emphasizes the importance of empathetic conversations over debates and provides practical advice on how to influence others by focusing on their personal experiences rather than presenting facts alone.

#4070

• Mentioned in 8 episodes

The Catalyst

How to Change Anyone's Mind

Jonah Berger

The Catalyst introduces a revolutionary approach to change by focusing on removing barriers rather than exerting more effort. The book identifies the key barriers to change and provides techniques to mitigate them, drawing from examples such as hostage negotiators, marketers, leaders, activists, substance abuse counselors, and political canvassers. It offers a powerful way of thinking and practical tools to help individuals, organizations, and industries achieve significant change.

#194

• Mentioned in 76 episodes

Drive

The Surprising Truth About What Motivates Us

Daniel H. Pink

In 'Drive', Daniel Pink explores the three elements of true motivation—autonomy, mastery, and purpose—arguing that these intrinsic factors are more effective than extrinsic rewards in driving high performance and satisfaction. Drawing on decades of scientific research, Pink offers practical techniques for fostering motivation in personal and professional settings.

#1223

• Mentioned in 21 episodes

Contagious

Why Things Catch On

Jonah Berger

In 'Contagious: Why Things Catch On,' Jonah Berger explains that the popularity of products, ideas, and behaviors is driven by six key principles: social currency, triggers, emotion, public visibility, practical value, and stories. Berger argues that word of mouth, rather than traditional advertising, is the primary force behind making things popular. He provides case studies, real-world examples, and research findings to support these principles, which can be applied to various fields including marketing, social causes, and political campaigns. The book emphasizes that contagious content can spread through everyday conversations rather than relying on socially influential individuals.

#200

• Mentioned in 73 episodes

Nudge

Improving Decisions About Health, Wealth, and Happiness

Richard H. Thaler

Cass R. Sunstein

In 'Nudge,' Thaler and Sunstein argue that by understanding how people think, we can design 'choice architectures' that nudge people toward better decisions for themselves, their families, and society. The book introduces the concept of 'libertarian paternalism,' where gentle nudges guide people toward beneficial choices without limiting their freedom. It explores various aspects of human decision-making, including the distinction between the 'Automatic System' and the 'Reflective System' of thinking, and provides numerous examples of how nudges can be applied in real-life scenarios to improve outcomes in health, finance, and other areas.

#1361

• Mentioned in 19 episodes

Persuasion

Jane Austen

Published posthumously in December 1817, *Persuasion* is Jane Austen's last completed novel. The story revolves around Anne Elliot, a 27-year-old woman who, at the age of 19, was persuaded to break off her engagement to Captain Frederick Wentworth due to his lack of wealth and connections. Eight years later, Anne and Captain Wentworth, now a successful naval officer, meet again, setting the stage for a second chance at love and marriage. The novel explores themes of love, social class, regret, and the consequences of pride and persuasion, reflecting the societal norms and expectations of the Regency era in England.

#24

• Mentioned in 238 episodes

Influence

The Psychology of Persuasion

Robert Cialdini

In this highly acclaimed book, Dr. Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically. The book outlines six universal principles of influence: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. The new and expanded edition includes a seventh principle, Unity, along with new research, insights, and examples. Cialdini uses memorable stories and relatable examples to make the subject accessible and easy to understand, helping readers become more skilled persuaders and defend themselves against unethical influence attempts.

#4059

• Mentioned in 8 episodes

Rhetoric

W. Rhys Roberts

Aristotle

Aristotle's 'Rhetoric' is one of the foundational texts of Western philosophy, particularly in the fields of philosophy, politics, and literature. The book delves into the practical and aesthetic elements of persuasive argumentation, emphasizing the role of language in achieving precision and clarity of thought. It examines how to compose and interpret speeches, offering insights that remain relevant in contemporary communications, from advertisements to news reports and other media. The work is divided into three books, each addressing different aspects of rhetoric and its application.

In this episode of the Changing Minds Podcast, I dive into 10 of the most powerful books on influence and persuasion that have transformed the way I think about helping others change their minds. From Robert Cialdini’s classic principles to Jonah Berger’s insights on contagious ideas, I break down the key lessons, strategies, and how you can apply them ethically in your personal and professional life. Whether you’re a leader, marketer, parent, or coach, you’ll walk away with actionable tools to enhance your influence.

Visit my website: https://owenfitzpatrick.com/

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Number 1: Seven Principles of Influence by Cialdini

Number 2: The Power of Persuasion by Cialdini

Number 3: Rhetoric by Aristotle

Number 4: Nudge by Richard Taylor and Cass Sunstein

Number 5: Drive by Daniel Pink

Number 6: How Minds Change by Dave McRaney

Number 7: Persuasion Engineering by Richard Bandler and John LaValle

Number 8: The Catalyst by Jonah Berger

Number 9: Words That Work by Frank Luntz 42:57

Number 10: Contagious by Jonah Berger

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