Influence: Science and Practice

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Robert B. Cialdini
Allyn and Bacon, 2001 - Psychology - 262 pages
692 Reviews
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.

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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
The book is easy to read and quite enlightening. - Goodreads
My caution is to be wary of all the advice though. - Goodreads
User Review - Flag as inappropriate

Explains, in depth, how we are influenced by others and by our environment. Forces you to wonder why some people act the way they do. Contains some really terrific sales tactics.

Review: Influence: The Psychology of Persuasion

User Review  - Masatoshi Nishimura - Goodreads

His examples are only the fraction of the events, disregarding any long term impact. If you use these tactics as the ways to improve your communication skills, I actually think it leaves you worse off. The better title of this book would be how to say no to people. Read full review

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Contents

Preface
vii
Introduction
ix
Weapons of Influence
1
Copyright

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About the author (2001)

Dr. Robert Cialdini is Regents' Professor of Psychology at Arizona State University, and also consults widely on the subject of influence.

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