Influence: The Psychology of PersuasionThe 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:
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. |
From inside the book
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... effectiveness of this request - plus - reason was nearly total : Ninety - four percent of those asked let her skip ahead of them in line . Compare this success rate to the results when she made the request only : Excuse me , I have five ...
... effective- ness lies in the way they structure their requests , the way they arm themselves with one or another of the weapons of influence that exist within the social environment . To do this may take no more than one correctly chosen ...
... effectively as a device for gaining another's compliance is its power . The rule possesses awesome strength , often producing a " yes " response to a request that , except for an existing feeling of indebtedness , would have surely been ...
... effective as a technique for gaining attention , this form of fund - raising did not work especially well . The average American considered the Krishnas weird , to say the least , and was reluctant to provide money to support them . It ...
... effective version , a flower . The unsus- pecting passerby who suddenly finds a flower pressed into his hands or pinned to his jacket is under no circumstances allowed to give it back , even if he asserts that he does not want it . " No ...
Contents
17 | |
Hobgoblins of the Mind | 57 |
Truths Are Us | 114 |
The Friendly Thief | 167 |
Directed Deference | 208 |
The Rule of the Few | 237 |
NOTES | 281 |
BIBLIOGRAPHY | 293 |
INDEX | 311 |
Other editions - View all
Influence: The Psychology of Persuasion MR Robert B. Cialdini Ph D,Robert B. Cialdini No preview available - 2014 |
Influence, New and Expanded: The Psychology of Persuasion Robert B Cialdini No preview available - 2021 |