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Book cover for Influence: The Psychology of Persuasion Book Details

Influence: The Psychology of Persuasion

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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-fiveMoreInfluence, 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. Less

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Community Reviews

Pouting Always

rated it liked it
about 1 month ago

Another one of those business books where it's a good read if you haven't read any others from the same genre but with the same basically formula where they keep repeating information that can be condensed down into a few pages and which every other business book will tel... Read full review
Gina

rated it liked it
over 1 year ago

I don't understand why so many people rated this book so highly.

--It panders to the audience by using overly simple language and repeating the same idea 5 times to make sure that the reader really understood. Example (from memory): "People are heavily influenced by societ... Read full review
Shishir

rated it liked it
about 5 years ago

Six "weapons of influence"

1)Reciprocation - People tend to return a favor. Thus, the pervasiveness of free samples in marketing. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 eart... Read full review
Veronika

rated it liked it
over 5 years ago

This book gives good insight to compliance strategies and main reasons we are persuaded - however I was unimpressed by a few of the examples Cialdini used and the main conclusion he made at the end of the book.

Example 1: After claiming to have been a bigger socialite tha... Read full review
Jenny

rated it liked it
about 4 years ago

Basically an interesting book. It was written in the 80's and is a little out dated in facts and writing style. I liked how he explained different techniques that are used to influence us, and then had a section on "how to resist." I found him a tad paranoid, though. He s... Read full review
Matt Heimer

rated it liked it
almost 9 years ago

I read this because a Very Influential Person my magazine is profiling said that every consumer should read it. Can you say "hyperbole?" That said, Ciardini offers a tidy survey of post-Stanley Milgram research in human gullibility, and he's funny in a avuncular "professo... Read full review
Michael A

rated it liked it
over 1 year ago

The author is not the best of writers. He tends to repeat himself over and over, making the very same point several times. Many of his examples are often personal anecdotes that support his positions on what he calls "compliance techniques." Personal stories and anecdotes... Read full review
Chantal

rated it liked it
almost 6 years ago

A classic example of how different books intrigue different people. My friend, Ben, gave me this book because he found it boring. I read it, highlighted it as I read it, and loved it. I love all things social psychology.

I thought it was funny when the author talks about t... Read full review
Ben

rated it liked it
over 3 years ago

Influence is a presentation of several experiments aimed towards what makes a person more likely to comply with your request. It observes how several factors- such as reciprocity, consistency, and society affect our decision making abilities. It also displayed the practic... Read full review
Mirek Jasinski

rated it liked it
5 months ago

Shelves: psychology , self-help , sales
I decided to read Cialdini's "Influence" again, as I am not too crazy about his latest "Pre-suasion". Well, 30 years makes a difference. My rating went down from 5* to 3* as I wondered what made me like it when I first read it as a young man.

Influence was based on his 3-y... Read full review

Other Books by this Author

  • Pre-Suasion: A Revolutionary Way to Influence and Persuade
    Pre-Suasion: A Revolutionary Way to I...
    by Robert B. Cialdini
  • The Small Big: Small Changes That Spark Big Influence
    The Small Big: Small Changes That Spa...
    by Robert B. Cialdini
  • Influence: Science and Practice: The Comic
    Influence: Science and Practice: The ...
    by Robert B. Cialdini
  • Instant Influence: How to Get What You Want in Any Business Situation
    Instant Influence: How to Get What Yo...
    by Robert B. Cialdini
  • Persuasão e Influência: Como Pequenas Mudanças Podem Gerar Grandes Resultados
    Persuasão e Influência: Como Pequenas...
    by Robert B. Cialdini
  • Feeling Good about Saying No
    Feeling Good about Saying No
    by Robert B. Cialdini
  • Executive Briefing: The Power of Persuasion
    Executive Briefing: The Power of Pers...
    by Robert B. Cialdini
  • Yes!: 50 Scientifically Proven Ways to Be Persuasive
    Yes!: 50 Scientifically Proven Ways t...
    by Noah J. Goldstein
  • Die Psychologie des Überzeugens
    Die Psychologie des Überzeugens
    by Robert B. Cialdini

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Book Details

Paperback, 320 pages
Published December 26th 2006 by HarperBusiness (first published 1984
ISBN
006124189X (ISBN13: 9780061241895)
Edition Language
English
Original Title
Influence: The Psychology of Persuasion

About this Author

160932. ux50 Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

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...
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Quotes

A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.
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Embarrassment is a villain to be crushed.
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Where all think alike, no one thinks very much. —WALTER LIPPMANN
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