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Behavioral & Psychology
Influence: The Psychology of Persuasion
Robert Cialdini
The classic study of the six levers of persuasion — reciprocity, commitment, social proof, authority, liking, scarcity.
A Munger favorite; understanding persuasion is understanding markets and management.
Recommended by 2 investors
- Charlie MungerMunger gave Cialdini a share of Berkshire stock and recommends it constantly
- Mohnish PabraiFrequently cited by Pabrai on behavioral biases