Influence : The Psychology of Persuasion (5th edition)

Robert B. Cialdini

Retail Price: $24.00 LS Price: $16.32 You Save: $7.36 (32%) Availability: Usually ships within 24 hours. Format: Paperback, 272 pp. ISBN: 9780205609994 Publisher: Allyn & Bacon; 5th edition Pub. Date: August 8, 2008 Average Customer Review:

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Some people just won't take no for an answer. In Influence, Dr. Robert Cialdini explains the six psychological principles that drive our powerful impulse to comply to the pressures of others and shows how we can defend ourselves against manipulation (or put the principles to work in our own interest).

Influence guarantees two things: Readers will never say yes again when they really mean no, and they'll be more persuasive than ever before.

Robert Cialdini's Influence was a hit the moment it was first published in 1984. Now it's been updated and revised to incorporate the most recent developments in the fields of persuasion and compliance to provide fresh insights and examples of how influence works to change behavior.


Reviews

The materials in Cialdini's Influence is a proverbial gold mine.

—Journal of Social and Clinical Psychology

Influence is a joy to read. Cialdini deserves a pat on the back for breaking the mold.

—Contemporary Psychology

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”

—Roger Fisher, Director, Harvard Negotiation Project, Co-author of Getting to Yes

“For marketers, it is among the most important books written in the last 10 years.”

—Journal Of Marketing Research

Robert Cialdini received graduate and postgraduate training in experimental social psychology at the University of North Carolina and at Columbia University.He is currently Regent' Professor of Psychology at Arizona State University in Tempe.

	Introduction
1	Weapons of Influence	1
2	Reciprocation: The Old Give and Take. . . and Take	17
3	Commitment and Consistency: Hobgoblins of the Mind	57
4	Social Proof: Truths Are Us	114
5	Liking: The Friendly Thief	167
6	Authority: Directed Deference	208
7	Scarcity: The Rule of the Few	237
	Epilogue: Instant Influence: Primitive Consent for an Automatic Age	273
	Notes	281
	Bibliography	293
	Index	311

Yes! 50 Scientifically Proven Ways to Be Persuasive
Why Don't You Want What I Want? How to Win Support for Your Ideas without Hard Sell, Manipulation, or Power Plays