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

[Joshua Asher]

Ekstremt innsiktsfull bok om markedsførings psykologi. Teorien er lett forklart og blir knyttet til flere relevante eksempler. Dette er den mest straight forward pensum/fakta boken jeg har lest som kan brukes i praksis så og si med engang du har lært noe. Jeg anbefaler den på det sterkeste!

[Marius Heje Mæhle]

Til tider kjedelig å lese men myeee bra :D

[Juliet the Book Slayer]

Utgangspunktet til boken burde først og fremst ha vært at den blir lest av folk som ønsker å lære seg påvirkningsteknikker, ikke av folk som ønsker å beskytte seg mot dem. (Tross alt, hvor mange gidder å dedikere tiden sin til det?) Ettersom jeg nettopp har fått meg en ny jobb innen salg ønsket jeg å lese denne boken for å få viktige tips, og mens jeg definitivt fikk en del viktig lærdom var det også mye psykologi jeg ikke hadde nytte av. Boken var også ekstremt langtekkelig med utallige eksempler per kapittel pluss en forfatter som egentlig virket som en ganske irriterende type. Jeg kunne lest et sammendrag på nettet og egentlig fått like mye ut av det jeg fikk å pløye gjennom hele denne boken. Anbefales for de som leser den grunnet en interesse i psykologi, ikke for de som vil lære om faktisk påvirkning. Da er den nok tilfredsstillende og interessant.