Jeffrey Pfeffer [Archive.org URL]

People are often cognitively lazy, not just cognitively biased. Our mental shortcuts and unconscious patterns of thought make everyone susceptible to the tactics of interpersonal influence: tactics that depend on the norm of reciprocity, accepting and obeying authority (or its symbols), the power of liking, the value created by scarcity, and the tendency to escalate levels of commitment, even in the face of negative outcomes. [Robert] Cialdini reminds us that we are all susceptible to these well-known influence strategies, even if we know about them.

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