Influence [NOOK Book]

Overview

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 ...

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Influence

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Overview

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.

Whether you wish to understand what shapes you own personal decisions or need to persuade in a job or business, this astonishing took is indispensable.

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Editorial Reviews

Library Journal
12/01/2013
Cialdini's fascinating look into how opinions and behaviors are swayed by outside influence can help readers develop their own powers of persuasion. For all areas of life where influence is needed.
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Product Details

  • ISBN-13: 9780061899874
  • Publisher: HarperCollins Publishers
  • Publication date: 6/2/2009
  • Sold by: HARPERCOLLINS
  • Format: eBook
  • Pages: 336
  • Sales rank: 29,352
  • File size: 724 KB

Meet the Author

Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State University. He is a W. P. Carey Distinguished Professor of Marketing and Regents' Professor of Psychology, and has been named Distinguished Graduate Research Professor. Dr. Cialdini is also president of Influence At Work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence.

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Table of Contents

Introduction
1 Weapons of Influence 1
2 Reciprocation: The Old Give and Take. . . and Take 17
3 Commitment and Consistency: Hobgoblins of the Mind 57
4 Social Proof: Truths Are Us 114
5 Liking: The Friendly Thief 167
6 Authority: Directed Deference 208
7 Scarcity: The Rule of the Few 237
Epilogue: Instant Influence: Primitive Consent for an Automatic Age 273
Notes 281
Bibliography 293
Index 311
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Customer Reviews

Average Rating 4
( 53 )
Rating Distribution

5 Star

(20)

4 Star

(14)

3 Star

(9)

2 Star

(7)

1 Star

(3)

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See All Sort by: Showing 1 – 20 of 54 Customer Reviews
  • Posted May 1, 2012

    Good read

    It's a solid book. Fascinating, easy to read. If you've already read other psychology books some of the studies Cialdini refers too might already be familiar to you.

    1 out of 1 people found this review helpful.

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  • Posted January 27, 2011

    more from this reviewer

    Concepts Every Marketer Should Understand And Use

    To understand why your marketing plans work or don't work, you need to look deep into what goes on in your customer's head. That's where this book takes you. It's a classic work on persuasion that will show you not only why behavior can be altered, but how to do it. The author, Robert Cialdini, is a professor of marketing at Arizona State as well as president of a consulting company specializing in ethical persuasion. Unlike my book on the subject, The Dynamic Manager's Guide to Marketing and Advertising (which draws heavily from the stories of business owners), some of the material here might be a little technical for the casual reader, but the serious business reader will find it worth the effort. Marketers, sales people, and managers of all stripes should take the time to understand the concepts in this substantive work.

    1 out of 1 people found this review helpful.

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  • Anonymous

    Posted April 25, 2014

    The Psychology of Persuasion by Robert Cialdini aims to draw att

    The Psychology of Persuasion by Robert Cialdini aims to draw attention to various tools that people use to influence others. It is an easy and interesting read, meant for a very broad audience. I enjoyed it way more than I had expected to. Some parts even made me laugh out loud, which is a rarity when I read. It was both entertaining and informational, however it was unnecessarily long. He provided a lot of examples to support his points, most of which were interesting and relevant, just redundant, because his arguments were simple enough as it is. The examples he used to support his claims were mostly anecdotal, but there were also a good deal of historical and scientific ones. They are pretty unbiased for the most part, and have obviously been specifically chosen to prove what he was saying. But, there are probably very few, if any, examples to disprove what he is saying. I agreed with a lot of what he discussed. The situations he goes over, most of us have likely encountered at some point, which make the book easy to relate to, easy to understand, and agree with. The book is presented in a very organized, easy-to-understand manner, which makes it accessible to such a broad audience. The intended audience is everyone from young adulthood onward, because not only can the tools discussed in the book benefit them as consumers, they can also benefit them as people of society- in both attempting to persuade others and evading the persuasion of others in situations not even relating to sales. The book definitely succeeded in reaching its audience.

    Overall, Cialdini does a good job in clearly, effectively, and engagingly conveying his objectives in the book. It is organized nicely by principle and goes through an anecdotal introduction, examples, other significances of the principle with more examples, and "how to say no" to each. With this format, he is very successful in his objectives in writing the book and answering his original two main questions, as given before. He could also be more succinct in introducing each of the chapters. Still, I enjoyed the book, way more than I had expected to, and would recommend it to others. It was a really engaging read, and provides really useful knowledge that everyone can benefit from.

    Was this review helpful? Yes  No   Report this review
  • Posted January 17, 2014

    Worthwhile Read

    If you enjoy learning more about how we are influenced and how we influence others, this is an interesting book. There are lots of nuggets to supplement any interest in human behavior and considerable food for thought - including many examples. Although not a difficult book to enjoy, I found I read it in several smaller sessions so as to fully absorb as much information as possible. The author demonstrates in-depth knowledge of the subject and presents it well.

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  • Anonymous

    Posted August 22, 2013

    Read this before you interact

    I bought this book to help me make my writing more persuasive, but found the insights and tips helpful for many situations. I will never again be at a loss for words to deflect pushy and manipulative sales people (or certain relatives!).

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  • Anonymous

    Posted November 7, 2012

    Not what I was looking for

    I was disappointed to purchase this book for a particular purpose and then find that it didn't come close to what I was looking for. I'm just getting into business to business sales, so I was looking for guidance on how to influence and help potential customers to purchase from me. I found this book to be long and drawn out and irrelevant to what I was looking for. These drawn out stories lead me to skip several pages at a time throughout almost half of the book, and then finally decided to search for another book that might help me in my career. When submitting the review I was forced to fill in more stars that I wanted to. I would have rated it at one star.

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  • Posted September 20, 2012

    Must read for sales or parents

    Clinical studies backed up by vividly told stories make this an entertaining read. The information contained is stunning, almost frightening. I was amazed at how easily we are influenced by the smallest things. This has positively affected my success at work (sales), parenting and as a wife. Absolute must read.

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  • Anonymous

    Posted October 15, 2011

    Wrong order link

    The Psychology of Persuacion, Influence Nook version was sent to me by mistake (and me not paying close attention). I tried to order Influence: Science and Practice. However, Barnes and Noble has the wrong Nook order link to the book. Instead of receiving Influence: Science and Practice, I received Influence of Persuasion. I indicated this issue to Barnes and Noble over a month ago. However, they have not fix the problem. I have a hard copy of Influence: Science and Practice, which is an excellent book, and I am using in a book club. However, I also want the Nook version, but I am unable to do it on Barnes and Noble.

    0 out of 8 people found this review helpful.

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    Posted August 31, 2011

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