Influence: The Psychology of Persuasion

Front Cover
Harper Collins, Jun 2, 2009 - Self-Help - 336 pages

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.

Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.

 

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User Review  - Phoenixangelfire - LibraryThing

An outstanding review of heuristics and manipulation we use and are abused by in daily life. How to avoid these traps of thinking and to develop deeper insights in reflective thinking and analysis. A ... Read full review

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User Review  - crhphd - LibraryThing

Cialdini's work is arguably a classic read in the field of Social Psychology. I have often assigned his Influence book in addition to course readings for my Social Psychology classes. Cialdini ... Read full review

Contents

Weapons of Influence
1
The Old Give and Take and Take
17
Hobgoblins of the Mind
57
Truths Are Us I 14
167
Directed Deference
208
The Rule of the Few
237
Notes
281
BibliographY
293
Copyright

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About the author (2009)

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