Influence (rev): The Psychology of Persuasion

Front Cover
Harper Collins, 1993 - Business & Economics - 320 pages
570 Reviews
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.
  

What people are saying - Write a review

User ratings

5 stars
286
4 stars
188
3 stars
78
2 stars
14
1 star
4

Practical advice backed up by research & anecdotes. - Goodreads
The research was sorely lacking. - Goodreads
Interesting and compact insight - Goodreads
Interesting, educational, but a little sad. - Goodreads
My caution is to be wary of all the advice though. - Goodreads
Easy to read, very recommended. - Goodreads

Review: Influence: The Psychology of Persuasion

User Review  - Samuel Brown - Goodreads

Decent overview of marketing psychology written for a trade audience. Book is dated now in terms of the underlying psychology but is potentially a useful quick read for someone interested in certain ... Read full review

Review: Influence: The Psychology of Persuasion

User Review  - Gabriel Lievano - Goodreads

Most things are obvious or repetitive from other economy/psychology books. It is good but not too nobel. Read full review

Contents

The Old Give and Take and Take
17
Truths Are Us
114
The Friendly Thief
167
Directed Deference
208
The Rule of the Few
237
NOTES
281
BIBLIOGRAPHY
293
Copyright

Common terms and phrases

About the author (1993)

Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State University. He is a W. P. Carey Distinguished Professor of Marketing and Regents' Professor of Psychology, and has been named Distinguished Graduate Research Professor. Dr. Cialdini is also president of Influence At Work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence.

Bibliographic information