Persuasion and influence are very different than changing beliefs. In fact, it is very rare that one can change another’s beliefs, because what we believe is shaped mainly by our experiences and our values. Information has a small influence on our beliefs, other than to reinforce existing beliefs. To change beliefs one has to provide a new or different experience that is highly impactful for the other individual. Persuasion is about getting someone to take an action that they might not otherwise be inclined to take. The Chaldini examples are ways of tapping into what people already believe. “This person is trustworthy”, “when someone does something for you, you should return the favor”, etc. I learned over the years that you cannot use information to convince people to do something that is contrary to what they believe (and I have certainly tried). By better understanding their perspective, you can persuade people to take an action that you may want, because it is already aligned with, or adjacent to, an existing belief. Like the Chaldini example of aligning your recommendation with a statement of theirs.