Review: Influence
Editorial Review - Kirkus ReviewsHow did Gordon Liddy get Jeb Magruder and John Mitchell to okay the numbskull Watergate break-in? Why did American PeWs in Korea respond to Chinese Communist indoctrination? As self-helpers go, this is both unusually substantive and unusually instructive--it could even save your life. Cialdini, a specialist in social psychology at Arizona State U., examines six ""weapons of influence"" that operate automatically, and which ""compliance professionals"" (con men, salesmen, admen) exploit: reciprocation (if someone has given you a present or don you a favor, you'll probably agree to do or buy something in return, regardless); commitment and consistency (if you've committed yourself publicly, and especially on paper, you're likely to follow through); social proof (if others are doing something, it seems the right thing to do); liking (people we like--because they're attractive-looking, because they're similar to us, or flatter us, or sympathize with us--can get us to do as they ask); scarcity (the scarce--goods, information--is wanted, the suddenly scarce most-wanted). In the case of Watergate, reciprocity was operating in conjunction with ""perceptual contrast"": Liddy had progressively scaled-down his scheme (from the original call-girl/kidnapping/etc. proposal) until it seemed relatively innocuous. In Korea, commitment and consistency were the operative factors: the Chinese secured slight, written concessions--anti-American or pro-Chinese--which, being voluntary (a fascinating, layered discussion), the POWs internalized and added-to. The life-saving stratagem is related to social proof--and the Kitty Genovese murder. It wasn't urban apathy that stopped her 38 neighbors from calling the police, Cialdini finds (as usual, citing research): with so many, the personal responsibility of each is reduced; and, in their uncertainty, all look to the others for expressions of concern. If you find yourself in an emergency, he advises, single out one bystander (""You, sir, in the blue jacket, I need help"") and give precise instructions (""Call an ambulance""); then, others will help too. Also aired: the Good Cop/Bad Cop ploy to get confessions (liking); the grisly Milgram electric-shock experiments (authority); ""the Romeo and Juliet effect"" (scarcity); and much else. A viable, positive way to learn to say no.
Review: Influence: The Psychology of Persuasion
User Review - Kristie - GoodreadsI picked up this book after hearing a psychologist on NPR say that this was one of the most influential books he has ever read. This book details the psychological ways that people are influenced ... Read full review
Review: Influence: The Psychology of Persuasion
User Review - Lorraine - GoodreadsFascinating book that explains how we are influenced and the way to avoid decisions driven by others' wants. Read full review
Review: Influence: The Psychology of Persuasion
User Review - Sean Mcmahon - GoodreadsIn Influence: The Psychology of Persuasion, Robert B. Cialdini lists six different methods which one can use to persuade people. He lists the six tools of persuasion as: reciprocation, commitment and ... Read full review
Review: Influence: The Psychology of Persuasion
User Review - Lavinia Petrache - GoodreadsThis is one neat book if your life is around selling cars! Influence is just an elegant word for manipulation, and if you're going to read it, I hope it's because you're trying to defend yourself from ... Read full review
Review: Influence: The Psychology of Persuasion
User Review - Neil - GoodreadsOk book. Wasn't a great read but the points were made well enough. Fairly easy to skim and get the gist of it. Read full review
Review: Influence: The Psychology of Persuasion
User Review - Stefu Smith - GoodreadsAbsolutely fantastic book! It was full of examples and great ideas to help combat the weapons of influence. I can tell you, I won't be taken advantage of by a car sales person ever again! (Among others). Please read it! Read full review
Review: Influence: The Psychology of Persuasion
User Review - Chris Korman - GoodreadsGreat book. Influence being used everywhere everyday to get us to give away our money and our time. Read full review
Review: Influence: The Psychology of Persuasion
User Review - Jesse Evans - GoodreadsA very funny collection of case studies. A fun read! Read full review
Review: Influence: The Psychology of Persuasion
User Review - Michiel Krohne - GoodreadsI learned about most of these studies when I was in college, but it was nice to re-read them again. Most of them were conducted during the sixties and seventies, and I wonder if much has changed ... Read full review
