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Influence: The Psychology of Persuasion, by Robert B. Cialdini
PDF Download Influence: The Psychology of Persuasion, by Robert B. Cialdini
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[Read by George Newbern]
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.
- Sales Rank: #137723 in Books
- Published on: 2016-10-11
- Formats: Audiobook, CD
- Original language: English
- Number of items: 8
- Dimensions: 5.60" h x .90" w x 5.40" l,
- Running time: 36420 seconds
- Binding: Audio CD
- 1 pages
Amazon.com Review
Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.
Review
Influence is a joy to read. Cialdini deserves a pat on the back for breaking the mold. -- Contemporary Psychology
The materials in Cialdini's Influence is a proverbial gold mine. -- Journal of Social and Clinical Psychology
About the Author
Robert Cialdini is a leading pioneer in the field of social influence. He is Regent's Professor of psychology at Arizona State University and the president of Influence at Work, a consulting company that trains business people to incorporate the lessons of his research into their work. He gives approximately sixty lectures a year to premier business associations and leading corporations.
Most helpful customer reviews
72 of 73 people found the following review helpful.
To Anyone Reading One Of The One Star Reviews. This Book Is A New Classic.
By Claude Whitacre
As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.
In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the book could have been written in a few pages. I agree, at first look, this would seem true. The Harvard Business Review article "Harnessing the Science of Persuasion" by Cialdini, from their October 2001 issue....is a good example. You can even get the Six Principles from the books Table Of Contents...save yourself some time.
But sales ideas have to not just be listed....not just explained...they have to be sold. Examples have to be given, Principles have to be
explained...we need proof. And you need the entire book to do that. The people who read a short article by the author, maybe read the
ideas...but nothing else happens. Salespeople are changed by the content of this book, like with all great sales books. For salespeople to benefit from a sales book, the ideas have to be explained, understood, proven, accepted, and made real. This book does that.
I own perhaps 2,000 books on the subject of selling. This is certainly in the top 5.
15 of 15 people found the following review helpful.
It’s packed with fascinating research and stories.
By Brian Johnson
[[VIDEOID:df86534f0962fff0eeb7e958e0cbf09b]] “One aspect of what I learned in this three-year period of participant observation was most instructive. Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. Each of these categories is governed by a fundamental psychological principle that directs human behavior and, in so doing, gives the tactics their power. The book is organized around these six principles, one to a chapter. The principles—consistency, reciprocation, social proof, authority, liking, and scarcity—are each discussed in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, assent, etc. ...
Each principle is examined as to its ability to produce a distinct kind of automatic, mindless compliance from people, that is, a willingness to say yes without thinking first. The evidence suggests that the ever-accelerating pace and informational crush of modern life will make this particular form of unthinking compliance more and more prevalent in the future. It will be increasingly important for the society, therefore, to understand the how and why of automatic influence.”
~ Robert B. Cialdini from Influence
This is the classic text on the psychology of persuasion.
Robert Cialdini is a professor of both psychology and marketing at Arizona State University.
In addition to decades of lab experiments, Robert also spent three years in “participant observation”—aka embedding himself as a sort of spy in various organizations to learn the tricks of their trade. He tried everything from selling cars and vacuums to becoming a bus boy at a restaurant so he could learn how waiters do their thing.
The book is simultaneously kind of a consumer protection guide (how not to be duped) AND a manual for marketers (how to sell your stuff!).
Let's jump straight into some the Big Ideas:
1. Know Thy Triggers - One thru six.
2. Influence Yourself - Get your foot in the door.
3. Commitment - Write it. Share it. (WOOP it!)
4. Shocking Truth - Meet Professor Milgram.
5. Stand up - And push back. Exert your influence.
Let’s choose to influence ourselves and others wisely!
More goodness— including PhilosophersNotes on 300+ books in our *OPTIMIZE* membership program. Find out more at brianjohnson . me.
10 of 10 people found the following review helpful.
Wordy, but good for those who are just starting
By Arthur Zetes
TL;DR:
Good:
-clear, detailed explanations of the what, how and why of CRITICAL aspects of human psychology you can use for influence.
- clearly backed-up points with many anecdotal and scientific examples
Bad:
-wordy. Book could have been 1/3 the size without losing the main content
Recommended Audience:
-Those who are just beginning in learning about psychology for business.
-Those who want to delve deep into the "why" and "how" of influence.
=======
My Review
This is a great start for anyone who wants to learn the basics of influence, without getting all the scammy tactics that direct/online marketers would peddle in their own books.
They author clearly breaks down each of the main areas of influence and uses plenty of anecdotal and scientific research to back up his claims, so you know they can be trusted.
For anyone who is more versed in this stuff, reading can be a drag. BECAUSE the author has so many stories in it, this book feels bloated with excessive explanation and can drag on at times. At many points in this book I found myself skipping whole paragraphs just to get to the next point.
On the other hand, because I was reading through so much I was forced to think about this topic more deeply and come up with some good ideas.
See all 1794 customer reviews...
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