common persuasion tactics in the consulting setting, specifically social proof and scarcity (Cialdini 1993; 2001), which are … the persuasion tactics of social proof or scarcity, and that the consultant applies these tactics based on the manager … persuasion tactics based on the competence of the manager. I also provide evidence that consultants believe that their advice …

in persuasion games, i.e., games with an informed expert and an uninformed decisionmaker in which the expert …'s information is certifiable. The first equilibrium characterization is provided for unilateral persuasion games, and the second for … multistage, bilateral persuasion games. As in Aumann and Hart (2003), we use the concepts of diconvexification and dimartingale …