Influence: Science and Practice
Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).
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 in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in 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.
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Influence: The Psychology of PersuasionUser Review - Lauren Sergy - Book Verdict
Cialdini's fascinating look into how opinions and behaviors are swayed by outside influence can help readers develop their own powers of persuasion. For all areas of life where influence is needed. Read full review
LibraryThing ReviewUser Review - deepakjois - LibraryThing
This book has had a dramatic impact on the way I deal with ‘compliance professionals’, as Cialdini likes to call them. You will be surprised at the techniques they use, and the human tendencies that ... Read full review