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Influence: Science and Practice (5th Edition) Paperback – Jul 29 2008

4.7 out of 5 stars 11 customer reviews

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Product Details

  • Paperback: 272 pages
  • Publisher: Pearson; 5 edition (July 29 2008)
  • Language: English
  • ISBN-10: 0205609996
  • ISBN-13: 978-0205609994
  • Product Dimensions: 15.6 x 1 x 23.1 cm
  • Shipping Weight: 281 g
  • Average Customer Review: 4.7 out of 5 stars 11 customer reviews
  • Amazon Bestsellers Rank: #558 in Books (See Top 100 in Books)
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Product Description

Review

Here's what people are saying about the material in INFLUENCE: Science and Practice:


“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.” –ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”


“For marketers, it is among the most important books written in the last 10 years.” –JOURNAL OF MARKETING RESEARCH


“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” –GREG RENKER, President, Guthy-Renker


“It would be marvelous reading for students taking Social Psychology.” –DAVID MYERS, Hope College


“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” –ALAN J. RESNIK, Portland State University


“INFLUENCE should be required reading for all business majors.” –JOURNAL OF RETAILING


From the Back Cover

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

•  twice as many first hand accounts of how the book’s principles apply to business and personal lives;

•  updated coverage of popular culture and new technology; and

•  more on how compliance principles work in many cultures.

 

Here’s what people are saying about INFLUENCE: Science and Practice:

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”

–ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

 

 “Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”

–TOM PETERS, The Tom Peters Group

 

“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”

–GUY KAWASAKI, CEO, Garage.com

 

“His book should be in every sales and marketing person’s briefcase and reread frequently.”

–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

 

 

Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

 

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4.7 out of 5 stars
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Top Customer Reviews

Format: Paperback Verified Purchase
A must for all sales professionals, or anybody who would want to be more persuasive (which is everybody!!). This book has concrete examples, scientifically proven, on how people react depending on each situations. A two thumbs up recommendation.
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Format: Paperback
A sharply written, well-referenced and practical guide to applying the discoveries of behavioural psychology to daily life. By the end of the first chapter I had already taken away several useful strategies to apply in my work and personal relationships. More social scientists should take their duty to transfer their knowledge to lay audiences as seriously as Robert Cialdini does.
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Format: Paperback
Really interesting book about all this things who running hide in our minds, and influence our decisions.
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Cialdini, a proven veteran in the field of psychology and salesmanship, shares his secrets of success in this book. Whether you are looking for an entertaining read, to improve your business skills, or to simply further understand human behavior, this book is no doubt a worthwhile pickup.
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If you are in the business of selling something or convincing others to take action, this book is invaluable. You will need to re-read it and make notes to get the full benefit of the book. Many internet gurus cite this book and it's easy to see why!
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Really good book. Makes you aware of a lot of things, even if you don't actively use them yourself - helps you be aware of people using the same tactics against you. Very important skills to learn.
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