Influence: The Psychology of Persuasion

Front Cover
Harper Collins, Jun 2, 2009 - Self-Help - 336 pages
45 Reviews
Reviews aren't verified, but Google checks for and removes fake content when it's identified

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.

You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini’s Principles of Persuasion:

  • Reciprocation
  • Commitment and Consistency
  • Social Proof 
  • Liking 
  • Authority
  • Scarcity
  • Unity, the newest principle for this edition

Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

 

What people are saying - Write a review

User ratings

5 stars
24
4 stars
14
3 stars
3
2 stars
3
1 star
1

Reviews aren't verified, but Google checks for and removes fake content when it's identified

LibraryThing Review

User Review  - benkaboo - LibraryThing

Summary: An intesting book about the way humans use and abuse automatic behaviour. Kind of like the Gruen Transfer tv show in book form. Things I Liked: Scientific basis: Many if not all of his main ... Read full review

LibraryThing Review

User Review  - rynk - LibraryThing

The standard text on persuasion has a new chapter on affinity. That makes sense with marketing's sharper focus on purpose, but marketing psychology guru Cialdini doesn't provide much encouragement ... Read full review

Contents

Weapons of Influence
1
The Old Give and Take and Take
17
Hobgoblins of the Mind
57
Truths Are Us I 14
167
Directed Deference
208
The Rule of the Few
237
Notes
281
BibliographY
293
Copyright

Common terms and phrases

About the author (2009)

Robert B. Cialdini, PhD is an award-winning behavioral scientist and author.  He is the president and CEO of Influence at Work, focusing on live and virtual keynotes, streaming and online corporate training.

In acknowledgement of his outstanding research achievements and contributions in behavioral science, Dr. Cialdini was elected to the American Academy of Arts & Sciences and the National Academy of Sciences. He has over 230 professional and scientific publications. Robert Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University.

Dr. Cialdini is known as the foundational expert in the science of influence and how to apply it ethically in business and elsewhere, and his Principles of Persuasion have become the cornerstone for any organization serious about increasing their effectiveness in sales, leadership, marketing, management and communication. He is a three-time New York Times bestselling author, with more than 5 million copies sold throughout the world. He is frequently referred to as the “Godfather of Influence.”

Bibliographic information