Influence: The Psychology of Persuasion

by Robert B. Cialdini

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.

Genres: Psychology, Business, Nonfiction, Self Help, Leadership, Personal Development, Communication

320 pages, Paperback

First published January 1, 1984

About the author

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 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.

In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.

Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of
Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.

Reviews

[sophytoeat]

著者がフィールドワークの中で人に対して影響を与えるティップスを集めに集めた本。著者の実践を通しているので、真にせまったかつ明日から使えるようなティップスが多い。研究者としての姿勢の素晴らしさも伺える本である。研究者は紙の上ではなく、現場に踏み込むことが重要なのだと感じさせられる。

[Miya]

状況の力というのは、私たちの思っている以上の効果をもたらすのです、と。

[atsuki]

人が騙される原理と、その原理がどう組み合わされて悪用されるかがよくわかった。
実例が非常に豊富。
防衛法にもう少し紙面を割いてくれてもよかったかも。