Influence: Science and Practice (4th Edition) | Date: 28 April 2011, 02:46
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* Publisher: Allyn & Bacon
* Number Of Pages: 262
* Publication Date: 2000-06-29
* Sales Rank: 1574
* ISBN / ASIN: 0321011473
* EAN: 9780321011473
* Binding: Paperback
* Manufacturer: Allyn & Bacon
* Studio: Allyn & Bacon
* Average Rating: 4.5
* Total Reviews: 108
Book Description:
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say yes to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say yes. Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
Date: 2007-09-18 Rating: 5
Review:
A Classic - and for Good Reason!
It would be rare to find a social psychologist who does not view Cialdini as the master of persuasion and influence. I'm no exception. Not only is his knowledge comprehensive, but it is presented in an understandable and compelling way. This is why this book is in its Fourth Edition.
Any serious student of persuasion and influence, theoretical or applied, needs this book in their library. Becoming familiar with Cialdini's six principles of influence (reciprocity, consistency, social proof, liking, authority and scarcity) will broaden your world . . . and when applied, increase your bottom line.
You also will want to read Kevin Hogan's books, including "The Psychology of Persuasion" and "The Science of Influence". I'd also recommend, especially for applied sales and influence practitioners, Dave Lakhani's more recent book, "Persuasion: The Art of Getting What You Want".
Mollie Marti, Ph.D., J.D.
Author, Selling: Powerful New Strategies for Sales Success
Date: 2007-09-07 Rating: 5
Review:
Automobile
Definitely something you want to read before making a major decision, to include buying a new car, buying a new home, joining a new church, or voting for the next world leader.
Date: 2007-08-26 Rating: 5
Review:
influence certinly influenced me
This was a supplementary text to an MBA Negotiations course (main text was Thompson's, Heart and Mind of a Negotiator)
Influence is a a very insightful book and a very easy read compared to usual academic texts.
Date: 2007-08-07 Rating: 5
Review:
I read this into the small hours...
... because I couldn't put it down.
The theory is clever. In six headings and crisply written. The proof is laid out and it's like Cialdini is talking to you. It's easy to remember.
But the examples are harrowing: Why cult leaders do what they do; why initiation rites are brutal; why normal people do nasty things to each other if the conditions are set; why my daughter always gets what she wants; why there's no safety in crowds ...and why reasonable people like me are the MOST likely to be suckered by conmen.
But it closes well. Cialdini gives us tips and exercises to resist the persuaders and to use the same tactics for our own benefit - ethically. This is a great book. I've thrown others out but this one's staying.
Date: 2007-08-07 Rating: 5
Review:
Still one of the greatest works of all time.
This is one of the first and still one of the best books on the practical applications of social psychology out there. It is hard to put this book down. Cialdini organizes his main points simply and understandably using several examples from both his personal observations and psychological research. I believe everyone should read this book; it is a stellar example of how psychology can improve the human condition and give us great insight into who we are.
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