Influence (rev): The Psychology of Persuasion

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Harper Collins, 1993 - Business & Economics - 320 pages
21 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.
 

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LibraryThing Review

User Review  - deldevries - LibraryThing

The stories are similar to sitting in a class from Dr. Cialdini at Arizona State. This should be required required for any consumer approaching the world ... bottom line is that the "persuaders" have read all of the tool books! Read full review

LibraryThing Review

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

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
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