This excerpt from Robert B. Cialdini’s book Influence: The Psychology of Persuasion examines the six "weapons of influence" that we use in everyday interactions. The author argues that these weapons, which include reciprocation, commitment and consistency, authority, social proof, liking, and scarcity, are often used unconsciously and can lead to irrational decisions. Cialdini uses anecdotes, case studies, and research findings to illustrate how these weapons are employed by advertisers, salespeople, political figures, and even everyday people. He also explores the ethical implications of using these weapons of influence and provides suggestions for defending ourselves against their influence.