About the Book

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.

About the Author

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.

About the Reviews

As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.

In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the book could have been written in a few pages. I agree, at first look, this would seem true. The Harvard Business Review article "Harnessing the Science of Persuasion" by Cialdini, from their October 2001 issue....is a good example. You can even get the Six Principles from the books Table Of Contents...save yourself some time.

But sales ideas have to not just be listed....not just explained...they have to be sold. Examples have to be given, Principles have to be

explained...we need proof. And you need the entire book to do that. The people who read a short article by the author, maybe read the

ideas...but nothing else happens. Salespeople are changed by the content of this book, like with all great sales books. For salespeople to benefit from a sales book, the ideas have to be explained, understood, proven, accepted, and made real. This book does that.

I own perhaps 2,000 books on the subject of selling. This is certainly in the top 5.

*********************************

This book was recommended by a law school professor in a Legal Negotiation class, so I purchased it used and it arrived within a week. At one cent plus shipping, it was a great value for a book in very good condition.

The theme of the book is what the author identifies as six principles of ethical persuasion: reciprocity, scarcity, liking, authority, social proof, and commitment/consistency, with a chapter is on each. This book makes a nice companion to Korobkin's "Negotiation Theory and Strategy" published by Wolters Kluwer and sold at a considerably higher price, in where that author discusses many of these same concepts in much less depth.

Whether wanting to supplement a more in-depth academic study or merely looking for tips as an influencer, salesperson, or consumer, this is a great reference.

*********************************

This book is dated, & largely appears to pre-date what we consider the modern internet/TV phenomenon, & that's obvious in reading it. That's its only real flaw, though the author does have another book out more recently, & to be fair, this wouldn't likely receive much improvement from an updated revision. That latter point is it's great strength; the lessons inside about how we are susceptible to persuasion don't really need updating per se; they are solid enough, outlined well enough, & supported with facts & data enough that they withstand the obvious test of time. Learning how persuasion can be done, how we can do it, & more importantly, he we can resist it, is a highly worthwhile lesson, which I will carry forward in my own life & import to my family as well.

Product Info

Paperback: 336 pages
Publisher: Harper Business; Revised edition (December 26, 2006)
Language: English
Average Customer Review: 4.5 out of 5 stars 2,058 customer reviews

Check out this Book

More in category

Tribe of Mentors: Short Life Advice from the Best in the World Tribe of Mentors: Short Life Advice from the Best in the World
January 21, 2019PUBLISHER_
Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers Tools of Titans: The Tactics, Routines, and Habits of Billionaires, Icons, and World-Class Performers
February 13, 2019PUBLISHER_
To-Do List Formula: A Stress-Free Guide To Creating To-Do Lists That Work! To-Do List Formula: A Stress-Free Guide To Creating To-Do Lists That Work!
February 01, 2019PUBLISHER_
The Power of Your Subconscious Mind The Power of Your Subconscious Mind
August 30, 2018PUBLISHER_
The Power of Habit: Why We Do What We Do in Life and Business The Power of Habit: Why We Do What We Do in Life and Business
December 20, 2018PUBLISHER_
The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal
July 23, 2018PUBLISHER_
The Motivation Manifesto The Motivation Manifesto
August 09, 2018PUBLISHER_
The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM)
October 18, 2018PUBLISHER_
The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing
January 14, 2019PUBLISHER_
The Happiness Advantage: How a Positive Brain Fuels Success in Work and Life The Happiness Advantage: How a Positive Brain Fuels Success in Work and Life
September 27, 2018PUBLISHER_
The 7 Habits of Highly Effective People The 7 Habits of Highly Effective People
September 23, 2018PUBLISHER_
The 5 Languages of Appreciation in the Workplace The 5 Languages of Appreciation in the Workplace
October 02, 2018PUBLISHER_
The 10X Rule: The Only Difference Between Success and Failure The 10X Rule: The Only Difference Between Success and Failure
October 08, 2018PUBLISHER_
Start with Why: How Great Leaders Inspire Everyone to Take Action Start with Why: How Great Leaders Inspire Everyone to Take Action
August 28, 2018PUBLISHER_
Soulful Simplicity: How Living with Less Can Lead to So Much More Soulful Simplicity: How Living with Less Can Lead to So Much More
July 14, 2018PUBLISHER_
Present over Perfect: Leaving Behind Frantic for a Simpler, More Soulful Way of Living Present over Perfect: Leaving Behind Frantic for a Simpler, More Soulful Way of Living
July 29, 2018PUBLISHER_
Organize Tomorrow Today: 8 Ways to Retrain Your Mind to Optimize Performance at Work and in Life Organize Tomorrow Today: 8 Ways to Retrain Your Mind to Optimize Performance at Work and in Life
December 12, 2018PUBLISHER_
Organize Now!: A Week-by-Week Guide to Simplify Your Space and Your Life Organize Now!: A Week-by-Week Guide to Simplify Your Space and Your Life
August 20, 2018PUBLISHER_
One Small Step Can Change Your Life: The Kaizen Way One Small Step Can Change Your Life: The Kaizen Way
January 21, 2019PUBLISHER_
Never Split the Difference: Negotiating as if Your Life Depended on It Never Split the Difference: Negotiating as if Your Life Depended on It
January 25, 2019PUBLISHER_
Manage Your Day-to-Day: Build Your Routine, Find Your Focus, and Sharpen Your Creative Mind Manage Your Day-to-Day: Build Your Routine, Find Your Focus, and Sharpen Your Creative Mind
October 11, 2018PUBLISHER_