Influence: Science and Practice
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 influencein this case, the principle of social proof.
Have you ever found yourself saying yes to a telemarketer or to...more
Influence describes the six categories of techniques that have the potential to influence us without our conscious awa...more
What made me about apoplectic is that his fifth edition continues his inaccurate presentation of the Catherine Genovese myth despite that it has been wid...more
Cialdini focuses on six fundamental heuristics: Reciprocity, commitment, social pro...more
Because technology can evolve much faster than we can, our natural capacity to process information is l...more
pg. 4- a well known principle of human behavior says that when we ask someone to do up a favor we will be more successful if we provide a reason.
Pg. 33-34 - or, more generally, why should it be that small first favors often stimulate larger return favors? One important reason concerns the clearly unpleasant character of the feeling of indebtedness. Most of us find it highly disagreeable to be iota state of obligation. It weighs heavily on us and demands to be removed.
Pg. 52- once we mak...more
Chapter 1- Weapons of Influence
Chapter 2 - Reciprocation
Give and Take
Rejection then Retreat
I do have 2 issues with the book: 1) I wonder where/how "get rich schemes" fit into this -- i would presume the author would think of riches as an ends and not a tool to getting people to r...more
I read it, at least ostensibly, to help gain compliance and buy-in from the constituencies I serve at work. Unfortunately, most of the exposed tricks are best used for selling items, some of the aspects of developing compliance and "rejection and retreat" means of negotiating outc...more
*the need to reciprocate
*the need to be consistent with our past behavior and beliefs
*social proof, or the power of what others are doing
*we tend to agree to thing more when we like the person
*we often obey authority figures against our better judgement
*we find opportunities more valuable if they're limite...more
I feel like all psychology books are about the same 10 experiments. This did have new perspective and tied it together well, especially with all of the author's sales anecdotes.
His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million...more