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This is the audio cd version of INFLUENCE: Science & Practice 5th ed
- Sales Rank: #756979 in Books
- Published on: 2012-02-01
- Binding: Audio CD
- 1 pages
Review
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 Coauthor of Getting to Yes
For marketers, it is among the most important books written in the last 10 years. --Journal of Marketing research
The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row. --GREG RENKER President GuthyRenker
From the Back Cover
Over 1.5 million copies sold!
What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:
•� twice as many first hand accounts of how the book’s principles apply to business and personal lives;
•� updated coverage of popular culture and new technology; and
•� more on how compliance principles work in many cultures.
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Here’s what people are saying about INFLUENCE: Science and Practice:
“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, Getting to Yes
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�“Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”
–TOM PETERS, The Tom Peters Group
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“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”
–GUY KAWASAKI, CEO, Garage.com
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“His book should be in every sales and marketing person’s briefcase and reread frequently.”
–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust
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Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.
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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-six 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.
Most helpful customer reviews
60 of 61 people found the following review helpful.
To Anyone Reading One Of The One Star Reviews. This Book Is A New Classic.
By Claude Whitacre
As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.
In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the book could have been written in a few pages. I agree, at first look, this would seem true. The Harvard Business Review article "Harnessing the Science of Persuasion" by Cialdini, from their October 2001 issue....is a good example. You can even get the Six Principles from the books Table Of Contents...save yourself some time.
But sales ideas have to not just be listed....not just explained...they have to be sold. Examples have to be given, Principles have to be
explained...we need proof. And you need the entire book to do that. The people who read a short article by the author, maybe read the
ideas...but nothing else happens. Salespeople are changed by the content of this book, like with all great sales books. For salespeople to benefit from a sales book, the ideas have to be explained, understood, proven, accepted, and made real. This book does that.
I own perhaps 2,000 books on the subject of selling. This is certainly in the top 5.
13 of 13 people found the following review helpful.
It’s packed with fascinating research and stories.
By Brian Johnson
[[VIDEOID:df86534f0962fff0eeb7e958e0cbf09b]] “One aspect of what I learned in this three-year period of participant observation was most instructive. Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. Each of these categories is governed by a fundamental psychological principle that directs human behavior and, in so doing, gives the tactics their power. The book is organized around these six principles, one to a chapter. The principles—consistency, reciprocation, social proof, authority, liking, and scarcity—are each discussed in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, assent, etc. ...
Each principle is examined as to its ability to produce a distinct kind of automatic, mindless compliance from people, that is, a willingness to say yes without thinking first. The evidence suggests that the ever-accelerating pace and informational crush of modern life will make this particular form of unthinking compliance more and more prevalent in the future. It will be increasingly important for the society, therefore, to understand the how and why of automatic influence.”
~ Robert B. Cialdini from Influence
This is the classic text on the psychology of persuasion.
Robert Cialdini is a professor of both psychology and marketing at Arizona State University.
In addition to decades of lab experiments, Robert also spent three years in “participant observation”—aka embedding himself as a sort of spy in various organizations to learn the tricks of their trade. He tried everything from selling cars and vacuums to becoming a bus boy at a restaurant so he could learn how waiters do their thing.
The book is simultaneously kind of a consumer protection guide (how not to be duped) AND a manual for marketers (how to sell your stuff!).
Let's jump straight into some the Big Ideas:
1. Know Thy Triggers - One thru six.
2. Influence Yourself - Get your foot in the door.
3. Commitment - Write it. Share it. (WOOP it!)
4. Shocking Truth - Meet Professor Milgram.
5. Stand up - And push back. Exert your influence.
Let’s choose to influence ourselves and others wisely!
More goodness— including PhilosophersNotes on 300+ books in our *OPTIMIZE* membership program. Find out more at brianjohnson . me.
9 of 9 people found the following review helpful.
Wordy, but good for those who are just starting
By Arthur Zetes
TL;DR:
Good:
-clear, detailed explanations of the what, how and why of CRITICAL aspects of human psychology you can use for influence.
- clearly backed-up points with many anecdotal and scientific examples
Bad:
-wordy. Book could have been 1/3 the size without losing the main content
Recommended Audience:
-Those who are just beginning in learning about psychology for business.
-Those who want to delve deep into the "why" and "how" of influence.
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My Review
This is a great start for anyone who wants to learn the basics of influence, without getting all the scammy tactics that direct/online marketers would peddle in their own books.
They author clearly breaks down each of the main areas of influence and uses plenty of anecdotal and scientific research to back up his claims, so you know they can be trusted.
For anyone who is more versed in this stuff, reading can be a drag. BECAUSE the author has so many stories in it, this book feels bloated with excessive explanation and can drag on at times. At many points in this book I found myself skipping whole paragraphs just to get to the next point.
On the other hand, because I was reading through so much I was forced to think about this topic more deeply and come up with some good ideas.
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