Influence: The Psychology of Persuasion (Collins Business Essentials)
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...more
Pre-suasion can be considered a continuation but it is really about how…moreWell after all these years Cialdini has written a follow up (Yes not included).
Pre-suasion can be considered a continuation but it is really about how to set up the persuasion with particular questions that prime the person.
It is a great book but as I think Influence may be one of the best books ever written I can't put it in the same category.(less)
Recommended? YES. Buy it now if you haven’t read it.
Table of contents:
1 Weapons of Influence
2 Reciprocation: The Old Give and Take…and Take
3 Commitment and Consistency: Hobgoblins of the Mind
4 Social Proof: Truths Are Us
5 Liking: The Friendly Thief
6 Authority: Directed Deference
7 Scarcity: The Rule of the Few
Below are my key takeaways and some interesting points, but I’m telling you. Buy it. Read it. Tru ...more
--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 society. Society shapes our choices. Our choices are influenced by the people around us. There are countless examples of one's choices being swayed by his or her peers." Thanks, I got it the first time.
--The first and second "weapons ...more
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 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. Ethopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethopia in 1937.
2)Commitment and Consistency - I ...more
I see this stuff abused all the time, to spin democracies to go to war, to sell us products and services we don't really need and much, much more.
I've been wanting to start an ethics institute around this topic. Interested? Write me! ...more
A very enjoyable read, should leave you much more aware of how you're being played next time you're in the market for a used car. ...more
A couple of months ago, I read somewhere that when it comes to the psychology of persuasion and influence, Cialdini is the “daddy” of this subject. I chuckled and moved on. But then, a few days ago I found myself in a bookstore holding this book and heading to the counter. I came back home, and devoured it chapter by chapter, awestruck and flabbergasted by the sheer brilliance of the psychology of persuasion. Cialdini is no novice, apart from being an academic scholar and researcher who conducte ...more
I would recommend this to anyone, and will definitely listen to it again.
I tired one of his techniques on a colleague I had been chasing for week, and it worked like a charm within an hour, so 1 for 1. ...more
The author offered six principles of influence, i.e. getting people to comply or say yes: reciprocation, scarcity, authority, consensus, commitment and liking. he identified three agents who apply these principles with various degree of success, a bungler, a smuggler, and a sleuth; this was an alternative approach to give application tips than, say, using to-do an ...more
Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.
Unfortunately a bunch of the topics mentioned I've learned from taking Psychology in University.
It had interesting information but I feel it really drags on each topic.
Clothiers know to sell the most expensive item first because the accessories are cheaper in comparison and they're more likely to buy them as well. Instead of buy cheap, then expensive.
When you ask for a favour don't just say can I pr ...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
As a reader, you may feel that you already know some of these tricks of the trade, but the ...more
(first published in 1984)
This book deals with the techniques used to get people to agree to something, and with the psychological processes behind it. It also shows how to defend against certain communication techniques, or how to use them yourself to achieve the desired outcome in negotiations. But not only in a professional context. The content of this book is useful for all types of situations in which you interact with people, or even just process informati ...more
Here are a few of the ways we are persuaded:
Consistency acts as a shield against thought, and can be exploited. The book contains numerous examples of how we strain to stay consistent. Maybe, this is why so man ...more
I especia ...more
Example 1: After claiming to have been a bigger socialite than he really is to impress a young attractive saleswoman, Cialdini became particularly pugnacious about her "strategy of tricking him into exaggerating his habits" where as this was his fault, not the saleswoman's. When she offer ...more
I prefer reading fiction outside of work, although generally have both fiction and nonfiction going simultaneously. Robert Cialdini's very readable and sensible book satisfied both needs simultaneously.
Cialdini, like many psychologists, argued that humans face many difficult decisions in life. He argues,
Automatic, stereotyped behavior is pr...more
The main point is that when we focus on a single influencing feature rather than the entire situation, we often respond automatically, leading to a poor decision. Although influencing features can provide sho ...more
I did certain things throughout my life withou ...more
All the weapons of influence discussed in this book work better under some conditions than under others.
1. RECIPROCITY - The rule says that we should try to repay, in kind, what another person has provided us.
The beauty of the free sample, is that it is also a gift and, as much, can engage the reciprocity rule: many people find it difficult to accept a sample from the always-smiling attendant, return only the toothpick ...more
This book explains how various levers of influence are used to persuade us to do certain t ...more
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 cop ...more