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Weapons of Influence #6: Scarcity (Ep. 199)

It’s the end of an era. Today marks the sixth and final chapter in our series on Robert Cialdini’s “Influence: The Psychology of Persuasion.”

And now that you know that, you should value this episode ever so slightly more due to the effect of scarcity — the same effect that pushes us toward limited edition Oreo flavors and convinces people gold is worth something.

Coupled with this more obvious sense of scarcity is the principle of loss aversion: the idea that we tend to value things we have more than things we don’t.

If Oreos and gold didn’t seem serious enough for your tastes, it turns out that these principles can also explain a good chunk of history’s uprisings and revolutions.

So no matter what you do, don’t take this psychological influencer lightly — after all, you won’t know what you have until it’s gone.

Things mentioned in this episode:

This week’s episode is sponsored by:

  • RXBAR: Whole food protein bars made with real ingredients and no B.S. Get 25% off of your first order by going to and entering promo code “CIG” at checkout.

Other things mentioned in this episode:

Want more cool stuff? You can find all sorts of great tools at my Resources page.


  • 0:01:27 – Thoughts on the podcast going forward
  • 0:09:18 – Scarcity and dealing with opportunities
  • 0:21:37 – Psychological reactance
  • 0:28:30 – Sponsor: RXBAR (Whole food protein bars)
  • 0:31:18 – Thoughts on limited time offers
  • 0:38:54 – Deceiving people through limited offers
  • 0:45:39 – Figuring out why you want something
  • 0:53:55 – Conclusion

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Weapons of Influence #6: Scarcity