Cialdini's theory of influence is based on six key principles: reciprocity, commitment and consistency, social proof, authority, liking, scarcity
Also published as the textbook Influence: Science and Practice (5ed, 2008)
accessible via scribd (first edition, 1984)
Pre-Suasion: A Revolutionary Way to Influence and Persuade, by Simon & Schuster, Sep 6, 2016 (accessible via scribd from Sep 6, 2017)
His 1984 book, Influence: The Psychology of Persuasion, was based on three "undercover" years applying for and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion. (https://en.wikipedia.org/wiki/Robert_Cialdini)
