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Influence : The Psychology of Persuasion (5th edition)

Robert B. Cialdini

Retail Price: $38.00
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Format: Paperback, 272 pp.
ISBN: 9780205609994
Publisher: Allyn & Bacon; 5th edition
Pub. Date: August 8, 2008

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Item No: 9780205609994

Description and Reviews
From The Publisher:

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.


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


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About the Author

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.

Table of Contents

1Weapons of Influence1
2Reciprocation: The Old Give and Take. . . and Take17
3Commitment and Consistency: Hobgoblins of the Mind57
4Social Proof: Truths Are Us114
5Liking: The Friendly Thief167
6Authority: Directed Deference208
7Scarcity: The Rule of the Few237
Epilogue: Instant Influence: Primitive Consent for an Automatic Age273

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Find Items On Similar Subjects
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


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