Canonical · Negotiation & Persuasion · Book
The Like Switch
Jack Schafer & Marvin Karlins · 2015
"A former FBI behavior analyst argues that likability and rapport follow identifiable, learnable behavioral patterns — friendship signals, similarity, and validation — rather than being a fixed trait some people have and others don't."
Jack Schafer spent decades teaching FBI agents to build instant trust with sources and suspects who had every reason not to trust them. His conclusion: liking someone is triggered by specific, repeatable signals, not chemistry.
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Influence: The Psychology of Persuasion
"People say yes for six predictable, exploitable reasons — reciprocity, commitment, social proof, liking, authority, and scarcity — and knowing the levers is the best defense against having them pulled on you."
Robert Cialdini · BookContinue→