Influence : Science and Practice

Boston: Allyn and Bacon, 2001. Fourth edition. Trade Paperback. Fine. Here's what people are saying about the material in 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“For marketers, it is among the most important books written in the last 10 years.” —JOURNAL OF MARKETING RESEARCH“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.” —GREG RENKER, President, Guthy-Renker“It would be marvelous reading for students taking Social Psychology.” —DAVID MYERS, Hope College“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” —ALAN J. RESNIK, Portland State University“INFLUENCE should be required reading for all business majors.” —JOURNAL OF RETAILINGFrom the Back Cover - Over a quarter million copies sold!How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence—in this case, the principle of social proof.Have you ever found yourself saying “yes” to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests. Fine, doesn't appear to have ever been read.