Social psychologist Robert Cialdini’s Influence: The Psychology of Persuasion, Revised Edition explains the psychology behind why people say yes to your requests. And how you can effectively use this information to influence others in your life. This book explores six principles of persuasion – reciprocity, scarcity, liking, authority, social proof, and commitment and consistency. That are used by marketers to sell products and services, politicians to get elected, teachers to get students to study harder, parents to get their kids to do chores without complaining. And many more professions that require people to convince others of an idea or purpose.
Overview About “Influence: The Psychology of Persuasion, Revised Edition”
This revised edition of Cialdini’s groundbreaking book reveals six universal principles that explain why people say yes—and how to apply these understandings. People are swayed by their social surroundings. How we think about ourselves affects what others think of us. Once we make a choice, we can be convinced to reconsider it. We want what other people have. Most people are like us in fundamental ways and on some level, we trust them for it. Even when they’re trying to influence us. People respond more readily to a request when they’re given a reason for saying yes. Asking questions instead of giving direct orders can produce better results in both our personal and professional lives—but only if we phrase them correctly, based on specific psychological triggers.
Reviews About “Influence: The Psychology of Persuasion, Revised Edition”
I feel like a fraud giving a book such as Influence five stars. As much as I have read in my lifetime, I never thought that I would ever feel compelled to rate any book five stars; it just didn’t seem possible for one book to be that incredible. But Influence is an exception. Robert Cialdini clearly did his homework when he wrote Influence and it shows from start to finish. Influence is written with such clarity and precision that it reads more like a manual than an actual book.
About “Robert B. Cialdini” the Author
Robert B. Cialdini, Ph.D., is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and a distinguished visiting professor at Northwestern University’s J.L. Kellogg Graduate School of Management. He is the author or co-author of six books; his research has appeared in journals ranging from Psychological Bulletin to The Journal of the American Medical Association, and he has won numerous awards for teaching excellence, research achievement, and service to academic psychology and marketing science.
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