Influence: The Psychology of Persuasion

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Harper Collins, Jun 2, 2009 - Self-Help - 336 pages
35 Reviews

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.

Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.

 

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LibraryThing Review

User Review  - deldevries - LibraryThing

The stories are similar to sitting in a class from Dr. Cialdini at Arizona State. This should be required required for any consumer approaching the world ... bottom line is that the "persuaders" have read all of the tool books! Read full review

LibraryThing Review

User Review  - danoomistmatiste - LibraryThing

Before you head out to buy that new car, make sure you have read this book. It gets into the mind of your (used) car salesman. Lot of other tips and analyses along these lines. Get it from your local library though, I don't think I would pay for this book. Read full review

Contents

z Reciprocationz T2e Old Give and Take and Take
17
Hobgoblin of IJe Mind
114
T1e Fnend_ly TJief
167
Dimed De_emu
208
NOTES
281
BIBLIOGRAPHY
293
INDEX
311
Copyright

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About the author (2009)

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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