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30 of 32 people found the following review helpful
5.0 out of 5 stars Excellent and eye-opening book. Buy and Read it!
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...
Published on Nov. 7 2003 by Giancarlo Nicoli

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6 of 9 people found the following review helpful
1.0 out of 5 stars Tired anecdotes. 'Book' should have just been an mag.article
If you are interested in this topic, you can get all the information needed by just reading the short table of contents. The endorsements of the book certainly confirm an adherence to the principles outlined in the book and for that there is a certain integrity to the joke that it is. The stories the book uses to outline some methods of influence are tired, many...
Published on Oct. 24 1999


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30 of 32 people found the following review helpful
5.0 out of 5 stars Excellent and eye-opening book. Buy and Read it!, Nov. 7 2003
By 
Giancarlo Nicoli "Pharmacist and Publisher" (Appiano Gentile, close to Como Lake, Italy) - See all my reviews
(REAL NAME)   
This review is from: Influence: The Psychology of Persuasion (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!
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9 of 11 people found the following review helpful
5.0 out of 5 stars are you getting tricked into buying something?, March 9 2004
By 
Zev Saftlas "Founder and Host of EmpoweringMe... (Brooklyn, NY United States) - See all my reviews
(REAL NAME)   
This review is from: Influence: The Psychology of Persuasion (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
5.0 out of 5 stars Fascinating look at what influences behaviour, May 26 2013
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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
4.0 out of 5 stars More than a sales book, Oct. 17 2012
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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
5.0 out of 5 stars Absolutely Fantastic, Aug. 10 2012
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
5.0 out of 5 stars Excellent Book, Aug. 29 2011
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
5.0 out of 5 stars The ART of persuasion, Sept. 11 2003
This review is from: Influence: The Psychology of Persuasion (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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5.0 out of 5 stars Influence: The Psychology of Persuasion, April 27 2014
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An excellent book by a knowledgeable author.

After reading it, I discovered that Dr. Cialdini is a famous person in his field and found references to his works in other books.

I would recommend this book to a friend.
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5.0 out of 5 stars Simply amazing, April 27 2014
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My eyes have been opened and my mind had been blown to pieces reading this book. You learn so much and realize how many of these tactics have been used on you without you even knowing. In one word this book is brilliant
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4.0 out of 5 stars Extended Basics, March 16 2014
Provides some useful tools/insights into things that influence us. The influences extrapolated in this book can easily be summarized onto 1 page making them easy to remember or refresh in ones memory. The rest of the pages of this book will serve as reinforcements/proofs of these principles and may be considered overkill for some.
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Influence: The Psychology of Persuasion
Influence: The Psychology of Persuasion by Robert B Cialdini (Paperback - July 15 1993)
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