The book talks about various psychological tactics used by compliance practitioners like salespeople, waiters, car dealers, and fundraisers to influence us into saying yes to something to which ideally we would have said no.
The author went and took sales jobs as a car salesman and waiter to see these tactics in action.
He referred to these tactics as six weapons of influence. Each of them forms the basis of a chapter in the book.
Weapons of influence
Weapons of influence consist of identifying fixed action patterns and exploiting them. Compliance practitioners use them as a basis for influence.