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Influence: Science and Practice Paperback - 2008
by Robert Cialdini
In his bestselling book, Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Widely used in classes, this eagerly awaited revision includes updated coverage of popular culture and new technology and more on how compliance principles work in other cultures.
Summary
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.
From the rear cover
Over 1.5 million copies sold!
What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes: - twice as many first hand accounts of how the book's principles apply to business and personal lives; - updated coverage of popular culture and new technology; and - more on how compliance principles work in many cultures. Here's what people are saying about INFLUENCE: Science and Practice: "This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy." -ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes "Bob Cialdini is the most brilliant student of influence and negotiation I've encountered. If everything were on the line in a negotiation, I can't think of anyone I'd rather have advising me." -TOM PETERS, The Tom Peters Group "This book is the de facto standard to learn the psychology of persuasion. If you don't read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars." -GUY KAWASAKI, CEO, Garage.com "His book should be in every sales and marketing person's briefcase and reread frequently." -R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents' Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.Details
- Title Influence: Science and Practice
- Author Robert Cialdini
- Binding Paperback
- Edition [ Edition: fifth
- Pages 272
- Volumes 1
- Language ENG
- Publisher Pearson, Boston, MA
- Date 2008-07-29
- Illustrated Yes
- Features Bibliography, Illustrated, Index, Table of Contents
- ISBN 9780205609994 / 0205609996
- Weight 0.65 lbs (0.29 kg)
- Dimensions 8.9 x 6 x 0.6 in (22.61 x 15.24 x 1.52 cm)
- Reading level 1220
- Library of Congress subjects Persuasion (Psychology), Influence (Psychology)
- Library of Congress Catalog Number 2008020078
- Dewey Decimal Code 153.852
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