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Influence: The Psychology of Persuasion Paperback – Jan 4 2007


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Product Details

  • Paperback: 336 pages
  • Publisher: Harper Business (Jan. 4 2007)
  • Language: English
  • ISBN-10: 006124189X
  • ISBN-13: 978-0061241895
  • Product Dimensions: 20.3 x 13.5 x 2.3 cm
  • Shipping Weight: 281 g
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (153 customer reviews)
  • Amazon Bestsellers Rank: #675 in Books (See Top 100 in Books)


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I GOT A PHONE CALL ONE DAY FROM A FRIEND WHO HAD RECENTLY opened an Indian jewelry store in Arizona. Read the first page
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30 of 32 people found the following review helpful By Giancarlo Nicoli on Nov. 7 2003
Format: Paperback
What are the factors that cause one person to say yes to another person? Which techniques most effectively use these factors to bring about such compliance?
Prof. Cialdini found six such techniques: Reciprocation, Commitment, Social Proof, Liking, Authority and Scarcity. Author explains why they work, and how to say no to peddlers that want to exploit you using them.
The book is well written, the style is simple, there's ample use of appropriate anecdotes so you can better remember what's most important.
The six techniques are 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..."; yes, 'votes', so I believe it's an important reason for you, citizen, to learn those six tricks, in your own interest! They exploit our 'automatic behavior patterns' (three pages to explain this, don't worry!), and they make us terribly vulnerable to anyone who does know how they work.
I'll break down how Prof. Cialdini examines the rules, I'll use rule number one, "Reciprocation" as an example.
1 - Definition of the rule: "The rule says that we should try to repay, in kind, what another person has provided us."
2 - Rationale (why it works and why we, as humans, always stick to it): The development of this behaviour "meant that one person could give something (for example, food, energy, care) to another with confidence that it was not being lost.(...) Sophisticated and coordinated systems of aid, gift giving, defense, and trade became possible, bringing immense benefit to the societies that possessed them.
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9 of 11 people found the following review helpful By Zev Saftlas on March 9 2004
Format: Paperback
Why do you buy the things you do? This book shows you the ruthless tactics that marketers use to get you to buy their products. It was a real eye opener.
For example: I used to think that the toys stores were out of stock of their best toys during December, because of huge demand. Now I realize that they are doing this on purpose. Why? Because they know the kids won't forget about this toy and they will come back in January to buy it when they get it "back in stock". Meanwhile during the holiday season their parents have to buy them "something" so they make even more money. So when you see them advertising a new toy in November know that they won't have it in by December because they want to trick you.
Read about many more tricks they are using on you and how you can overcome them by reading this great book.
Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated
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1 of 1 people found the following review helpful By Kathy Keats on May 26 2013
Format: Kindle Edition Verified Purchase
I have always been interested in psychology, and had to laugh at the number of times I had been myself influenced by the circumstances in the book. An educational read either for those interested in marketing or those interested in guarding against the triggers used by marketers.
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1 of 1 people found the following review helpful By Victor on Oct. 17 2012
Format: Paperback Verified Purchase
So logical and easy to understand. We all should know and understand these tecniques. It a must.Every body has been in that kind of situation and it is nice to know what we went through.
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1 of 1 people found the following review helpful By scarlet on Aug. 10 2012
Format: Paperback
I loved reading every page. Extremely well written and interesting! If you enjoy psychology, this book's for you. I only wish there were more books that excited me. It's one of those books that you wish you could read all over again for the first time.
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1 of 1 people found the following review helpful By A C on Aug. 29 2011
Format: Paperback
This is an excellent book for people interested in social psychology. It has very practical applications that can be used every day. It is also a very fun read. The authour describes many interesting stories that show real applicability of the concepts.
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1 of 1 people found the following review helpful By TranceMee on Sept. 11 2003
Format: Paperback
This book is an absolute must read as it points of some very important aspects of human behavior and compliance techniques. If you have every been ripped off by some savvy car dealer, or been in a situation where you ended up buying something you absolutely didn't need and never understood why - this book is for you! Excellent book, highly recommended.
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By Paul Cheema on July 14 2014
Format: Kindle Edition Verified Purchase
It's amazing how Dr. Cialdini has documented our psychology in so clear and vivid manner. Enjoyed every bit of it.
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