Influence Literature

Category: Social

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Let’s overview the influence literature in the abstract.

There are a few angles. Books and papers in psychology and behavioral economics point to biases and leverage points, but rarely directly address manipulating social systems.

Many business books address the problem directly. Sales, negotiation and management literatures all fixate on influence.

There’s a speech making space and a body language literature, which address particular contexts or aspects of influence.

I’m going to summarize the content that I’ve processed as well as the most classic, well known content.

Influence Subfields

1. Negotiation
2. Management
3. Sales and Marketing
4. Behavioral Economics and Psychology (Foundations)
5. Speech
6. Body Language
7. Love / Relationships

Books that I’ve covered thoroughly:

1. Influence - Cialdini (Sales and Marketing)
2. Getting to Yes - Fry, Ury (Negotiation)
3. Thinking Fast and Slow - Kahneman (Behavioral Economics)
4. What Every Body is Saying - Joe Navarro (Body Language)
5. Emotional Intelligence (Psychology)
6. Seven Principles of a Good Marriage - John Gottman (Love / Relationships)
7. The 5 Love Languages - Gary Chapman (Love / Relationships)
8. How to Make Anyone Fall in Love With You - Leil Lowndes (Love / Relationships)
9. The Surprising Secrets of Highly Happy Marriages - Shaunti Feldhahn (Love / Relationships)
10. Secrets for Happy Couples - Kim Oliver (Love / Relationships)
11. The Rules - Ellen Fein (Pickup)
12. PeopleWare (Management)
13. Power - Pfeffer (General)

Source: Original Google Doc