Influence: The Psychology of Persuasion and over one million other books are available for Amazon Kindle. Learn more

Vous voulez voir cette page en français ? Cliquez ici.

Have one to sell? Sell yours here
Start reading Influence: The Psychology of Persuasion on your Kindle in under a minute.

Don't have a Kindle? Get your Kindle here, or download a FREE Kindle Reading App.

Influence: The Psychology of Persuasion [Paperback]

Robert B Cialdini
4.7 out of 5 stars  See all reviews (141 customer reviews)

Available from these sellers.


Formats

Amazon Price New from Used from
Kindle Edition --  
Paperback CDN $14.43  
Paperback, July 15 1993 --  
There is a newer edition of this item:
Influence: Science and Practice (5th Edition) Influence: Science and Practice (5th Edition) 4.2 out of 5 stars (5)
CDN$ 18.55
In Stock.

Book Description

July 15 1993
Some people just won't take no for an answer. In Influence, Dr. Robert Cialdini explains the six psychological principles that drive our powerful impulse to comply to the pressures of others and shows how we can defend ourselves against manipulation (or put the principles to work in our own interest).

Influence guarantees two things: Readers will never say yes again when they really mean no, and they'll be more persuasive than ever before.


Customers Who Bought This Item Also Bought


Product Details


Product Description

From Amazon

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

For marketers, this book is among the most important books written in the last ten years. (Journal of Mariketing Research )

Influence should be required reading for all business majors. (Journal of Retailing )

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine )

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology ) --This text refers to an alternate Paperback edition.

Inside This Book (Learn More)
First Sentence
I GOT A PHONE CALL ONE DAY FROM A FRIEND WHO HAD RECENTLY opened an Indian jewelry store in Arizona. Read the first page
Explore More
Concordance
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Search inside this book:

What Other Items Do Customers Buy After Viewing This Item?


Customer Reviews

Most helpful customer reviews
27 of 28 people found the following review helpful
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."
3 - The rule at work: The Hare Krishna Society began to employ a donation-request procedure that engaged this rule. Before a donation is requested, the target person is given a "gift", say, a flower. The unsuspecting passerby who suddenly finds a flower into his hands is not allowed to give it back. "No, it is our gift to you", says the solicitor, refusing to accept it. Only after the Krishna member has thus brought the force of the reciprocation rule to bear the situation is the target asked to provide a contribution to the society.
4 - Power of the rule: "It is instructive that the reciprocation rule has begun to outlive its usefulness for the Krishnas, not because the rule itself is any less potent socially, but because we have found ways to prevent the Krishnas from using it on us. After once falling victim to their tactic, many travelers are now alert to the presence of (...) solicitors in airports and train stations, adjusting thier paths to avoid an encounter and preparing beforehand to ward off a solicitor's 'gift'. (...) It is a testament to the societal value of reciprocation that we have chosen to fight the Krishnas mostly by seeking to avoid rather than to withstand the force of their gift giving".
5 - How to say no: "If the initial favor turns out to be a device, a trick, an artifice designed specifically to stimulate our compliance with a larger return favor", "here our partner is not a benefactor but a profiteer". "We need only react to it accordingly to be free of its influence. As long as we perceive and define his actions as a compliance device instead of a favor, he no longer has the reciprocation rule as an ally: The rule says that favors are to be met with favors; it does not require that tricks be met with favors".
The advice given in this book works very well. Please learn the six techniques by heart and strive to recognize their use during your everyday life: it is an eye-opening exercise, really worth trying.
If you are an easy mark for the pitches of peddlers and con men of one sort of another, or if you just want to know better how persuasion works, this book is unmissable.
Wonderful book, five stars, go have a copy and read it now!
Was this review helpful to you?
1 of 1 people found the following review helpful
4.0 out of 5 stars More than a sales book Oct 17 2012
By Victor
Format:Paperback|Amazon 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.
Was this review helpful to you?
1 of 1 people found the following review helpful
5.0 out of 5 stars Absolutely Fantastic Aug 10 2012
By scarlet
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.
Was this review helpful to you?
Want to see more reviews on this item?
Most recent customer reviews
5.0 out of 5 stars Still the Best
The notions and concepts in this book are still the ones that everyone writing about motivation, influence, marketing, etc. are quoting and referring back to. Read more
Published 4 months ago by Evan Carroll
5.0 out of 5 stars A CLASSIC on INFLUENCE and PERSUASION
This book is a classic in the area of influence.

It deals with only 6 tools of persuasion, but it does a mightily good job out of it. Read more
Published 17 months ago by Laura De Giorgio
5.0 out of 5 stars Excellent Book
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. Read more
Published 20 months ago by A C
3.0 out of 5 stars Eye opening but not helpful.
Pros: Helped me understand a lot of ways we get persuaded. Warns you to be aware of people who abuse these techniques. Gives good real life examples. Read more
Published on Jan 22 2011 by Koush
4.0 out of 5 stars Eye Opening
When I first started to read this book I was mortified at the loss of my naivety. It brought back to me every slimy sales interaction I've experienced and how truly awful some of... Read more
Published on Jan 8 2011 by L. Morgan
5.0 out of 5 stars Excellent book for business and personal learning
Easy to read, to understand, well written. A book you will read a chapter at a time and try to test it around you. i love it!
Published on Oct 19 2010 by reader
5.0 out of 5 stars A Classic
Great book, great research, well written - it is a must own for any compliance professional. If your in sales and you have not read this book buy it now, you will not go wrong. Read more
Published on April 23 2010 by Ali Abassi
5.0 out of 5 stars Great Book! A must read!
Normally I've found any type of self-help book, marketing book, or psychology book to be total crap. Read more
Published on Feb 15 2010 by Dude2006
5.0 out of 5 stars Excellent book
One of my favorite business books this year! So many gotchas in that book (ah, THAT'S why they have door crasher sales on Boxing Day! Read more
Published on May 22 2009 by Darryl Kropp
5.0 out of 5 stars Great Book - Understand yourself and others better (and never be duped...
This book took me a little while to pick up because I was expecting it to be dry - but to my delight it was interesting. Read more
Published on Mar 20 2009 by J. A. Broad
Search Customer Reviews
Only search this product's reviews

Listmania!


Look for similar items by category


Feedback