Robert B Cialdini

Influence : The Psychology of Persuasion

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Influence, the classic book on persuasion, explains the psychology of why people say "yes"--and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You'll learn the six universal principles, how to use them to become a skilled persuader--and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Specifications

Series Title
Collins Business Essentials
Publisher
HarperCollins
Book Format
Paperback
Original Languages
English
Number of Pages
320
Author
Robert B Cialdini
Title
Influence: The Psychology of Persuasion
ISBN-13
9780061241895
Publication Date
December, 2006
Assembled Product Dimensions (L x W x H)
9.00 x 6.00 x 1.50 Inches
ISBN-10
006124189X

Customer Reviews

Average Rating:(4.4)out of 5 stars
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Most helpful positive review
Average Rating:(5.0)out of 5 stars
Using a wide range of ...
Using a wide range of examples, from salesmen to prison interrogators to data gathered in sociology experiments, Cialdini shows various methods used to influence people.He classifies the "influences" into major categories, and provides suggestions about how to deal with them. Unlike some other authors, Cialdini does not take a cynical attitude and conclude that we're all irrational, because we can be influenced. His is a positive and scientific approach. He explains why we might make certain errors and be influenced in certain ways, and shows that there ways to correct our mistakes. Not an earth-shattering book if one has read similar ones (say, about sales-techniques). If one has not, then this is a good place to start.
Most helpful negative review
Average Rating:(2.0)out of 5 stars
While the book is well...
While the book is well-researched, Cialdini has no concept of brevity. To pad the content of the book, he bludgeons with repetition. I suggest skimming rather than reading.
Most helpful positive review
Average Rating:(5.0)out of 5 stars
Using a wide range of ...
Using a wide range of examples, from salesmen to prison interrogators to data gathered in sociology experiments, Cialdini shows various methods used to influence people.He classifies the "influences" into major categories, and provides suggestions about how to deal with them. Unlike some other authors, Cialdini does not take a cynical attitude and conclude that we're all irrational, because we can be influenced. His is a positive and scientific approach. He explains why we might make certain errors and be influenced in certain ways, and shows that there ways to correct our mistakes. Not an earth-shattering book if one has read similar ones (say, about sales-techniques). If one has not, then this is a good place to start.
Most helpful negative review
Average Rating:(2.0)out of 5 stars
While the book is well...
While the book is well-researched, Cialdini has no concept of brevity. To pad the content of the book, he bludgeons with repetition. I suggest skimming rather than reading.
Using a wide range of examples, from salesmen to prison interrogators to data gathered in sociology experiments, Cialdini shows various methods used to influence people.He classifies the "influences" into major categories, and provides suggestions about how to deal with them. Unlike some other authors, Cialdini does not take a cynical attitude and conclude that we're all irrational, because we can be influenced. His is a positive and scientific approach. He explains why we might make certain errors and be influenced in certain ways, and shows that there ways to correct our mistakes. Not an earth-shattering book if one has read similar ones (say, about sales-techniques). If one has not, then this is a good place to start.
While the book is well-researched, Cialdini has no concept of brevity. To pad the content of the book, he bludgeons with repetition. I suggest skimming rather than reading.

Frequent mentions

1-5 of 17 reviews
Average Rating:(5.0)out of 5 stars

Using a wide range of ...

Using a wide range of examples, from salesmen to prison interrogators to data gathered in sociology experiments, Cialdini shows various methods used to influence people.He classifies the "influences" into major categories, and provides suggestions about how to deal with them. Unlike some other authors, Cialdini does not take a cynical attitude and conclude that we're all irrational, because we can be influenced. His is a positive and scientific approach. He explains why we might make certain errors and be influenced in certain ways, and shows that there ways to correct our mistakes. Not an earth-shattering book if one has read similar ones (say, about sales-techniques). If one has not, then this is a good place to start.

Average Rating:(5.0)out of 5 stars

Author Cialdini began ...

Author Cialdini began the research that would lead to this book when he got tired of being taken advantage of. He's not unintelligent, yet he would find himself talked into buying things he didn't want at all. What was happening? It turns out that there are some basic ways that humans are influenced, and most people follow them without questioning. Some are just the easy way to deal with situations, while some actually create discomfort when one refuses to follow the social conventions. Cialdini breaks it all down into six methods of getting people to do things the way the user wants them to: reciprocation- if someone does something for you, no matter how small, you must then do what they want you to do, hence all those charities that send you return address labels; commitment and consistency-if they can get you to establish yourself as something, say, someone who likes to go out to dinner by asking you about your habits in a survey, then ask you to buy a coupon book for dining out, you are more apt to buy the thing rather than risk the image built in the survey; social proof- if other people think a certain way, so should you- the canned laughter on sitcoms is the most common use of this; liking- this comes into play in ploys like Tupperware parties, where because the person benefiting is your friend you feel you *have* to buy something, it is brought into play by having the seller be someone attractive and dress like and have similar values to you; authority- 9 out of 10 doctors recommend this drug!; and scarcity- hurry, only 10 left! -or limited edition items. We've all seen these ploys; we've all fallen prey to them. The author gives a few suggestions as to how to prevent yourself from doing so in the future. Basically it comes down to being willing to break social rules, like the one of reciprocity. One must remember to think about every interaction where someone wants something from you, rather than running on auto pilot. It's an interesting book. Not only does Cialdini have a lot of studies to back up his thesis, but he's an entertaining writer.

Average Rating:(5.0)out of 5 stars

I learned a lot from t...

I learned a lot from this book. I wasn't in the mood to read this book at this time but glad that I did. It sure opened my eyes. Those sales men sure know how to presuade us to do things we might not have normally done. Now that I know their secrets I am going to show them. I am not just a pretty blonde anymore. tee hee.

Average Rating:(5.0)out of 5 stars

Using a wide range of ...

Using a wide range of examples, from salesmen to prison interrogators to data gathered in sociology experiments, Cialdini shows various methods used to influence people.He classifies the "influences" into major categories, and provides suggestions about how to deal with them. Unlike some other authors, Cialdini does not take a cynical attitude and conclude that we're all irrational, because we can be influenced. His is a positive and scientific approach. He explains why we might make certain errors and be influenced in certain ways, and shows that there ways to correct our mistakes. Not an earth-shattering book if one has read similar ones (say, about sales-techniques). If one has not, then this is a good place to start.

Average Rating:(5.0)out of 5 stars

Author Cialdini began ...

Author Cialdini began the research that would lead to this book when he got tired of being taken advantage of. He's not unintelligent, yet he would find himself talked into buying things he didn't want at all. What was happening? It turns out that there are some basic ways that humans are influenced, and most people follow them without questioning. Some are just the easy way to deal with situations, while some actually create discomfort when one refuses to follow the social conventions. Cialdini breaks it all down into six methods of getting people to do things the way the user wants them to: reciprocation- if someone does something for you, no matter how small, you must then do what they want you to do, hence all those charities that send you return address labels; commitment and consistency-if they can get you to establish yourself as something, say, someone who likes to go out to dinner by asking you about your habits in a survey, then ask you to buy a coupon book for dining out, you are more apt to buy the thing rather than risk the image built in the survey; social proof- if other people think a certain way, so should you- the canned laughter on sitcoms is the most common use of this; liking- this comes into play in ploys like Tupperware parties, where because the person benefiting is your friend you feel you *have* to buy something, it is brought into play by having the seller be someone attractive and dress like and have similar values to you; authority- 9 out of 10 doctors recommend this drug!; and scarcity- hurry, only 10 left! -or limited edition items. We've all seen these ploys; we've all fallen prey to them. The author gives a few suggestions as to how to prevent yourself from doing so in the future. Basically it comes down to being willing to break social rules, like the one of reciprocity. One must remember to think about every interaction where someone wants something from you, rather than running on auto pilot. It's an interesting book. Not only does Cialdini have a lot of studies to back up his thesis, but he's an entertaining writer.


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