Some of the ideas may initially seem self-evident. People are more influenced by information that is scarce. People do defer to credible authority. Frame a favor as an exchange and people will "owe you one" in the future. As obvious as these principles may seem, many professionals miss key opportunities or moments for invoking the six principles. As a result we are less effective in the workplace than we might otherwise be.

A more detailed description of the six principles can be found in Dr. Cialdini's books. You will also find more examples in the books as well. But if I am working with clients or MBA students for only a very short time, I find this article makes an excellent introduction to important ideas. As Linda Hill at Harvard Business School reminds us in her book On Becoming A Manager, successful managers must learn how to exercise informal power. This article teaches exactly that.

Though I prefer the more detailed explanations in his books, this article is an excellent introduction. Obviously I am a big fan of Dr. Cialdini's work. I think you will be too if you give this article, or one of his books, a try.