About this title: "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 ...
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Note: This is a general synopsis. Each listing is described below.
Description: Acceptable. Book is in good reading condition. Cover has wear at edges and corners, and may have creases. Spine has wear at edges and creases. read more
Description: Acceptable. Pages aged, creased pages, creased cover, side pages slightly dirty, cover slightly dirty We here at Elistics have a 100% satisfacion guarantee. Thank you for your business. read more
Binding: Paperback
Publisher: HARPERCOLLINS PUBLISHERS INC Country = UNITED STATES
Date Published: 2007
ISBN-13:9780061241895ISBN:006124189X
Description: BRAND NEW PAPERBACK. 336 pages. Explains the psychology of why people say "yes"-and how to apply these understandings. this book aims to teach the six principles, how to use them to become a skilled persuader-and how to defend yourself against them. illustrations (Paperback) read more
Description: Reader copy. Trade Paperback. Cover has shelf and edge wear, the bottom half is wavy. Pages are also wavy on the bottom, tanning. Spine is straight. read more
Description: Good. 006124189X US STUDENT EDITION. BOOK IS A GOOD CONDITION. WILL SHIP WITHIN 24 HOURS WITH DELIVERY CONFORMATION AND TRACKING NUMBER. read more
Description: Very Good. 0688128165 Revised Edition, 1993. No annotation, underlining, or highlighting found inside. Average size (8vo): > 7.75-9.75 inches tall. 320 pp. read more
Binding: Paperback
Publisher: Harpercollins Publishers Inc
Date Published: 2007
ISBN-13:9780061241895ISBN:006124189X
Description: New. Explains the psychology of why people say "yes"-and how to apply these understandings. This book aims to teach the six principles, how to use them to become a skilled persuader-and how to defend yourself against them. read more
Binding: Paperback
Publisher: COLLINS
Date Published: 2007
ISBN-13:9780061241895ISBN:006124189X
Description: New. "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-fiv... read more
Description: New. No dust jacket as issued. Trade paperback (US). Glued binding. 320 p. Contains: Illustrations. Collins Business Essentials. Audience: General/trade. brand new read more
Edition: Reprint
Binding: Softcover
Publisher: The Business Library/Information Australia, Victoria, Australia
Date Published: 1984
ISBN-13:9781863501569ISBN:1863501568
Description: Very Good in Not Applicable jacket. 8vo-over 7¾"-9¾" tall. Soft cover. Reprint edition, 410gms, 320 pages. It's for you if you've attempted to sell a product, to persuade a client, to influence another's decision. Or if you've clicked on the TV, flicked a magazine and discovered you've been persuaded. Book is in very good condition with minor general wear and tear. Soft cover has little markings and only mild shelf wear, otherwise no other pre-loved markings. Attached picture is of actual book. ... read more
"This was recommended to me by a senior program manager. It presents a lot of interesting research and detail on how people are persuaded to do things. The author gets a little preachy in some places, but that does not seriously distract from the book. This is great information to be aware of for anyone working with customers."
"This is a great summary of the psychology behind common situations that influence our behavior, how they get exploited by others, and how to avoid that exploitation. Of course, you also learn how to exploit if you want to. If you're a fan of Malcolm Gladwell's interesting summaries of research but would like something more directly applicable, this is a good one for you."
"Interesting, educational, but a little sad. As I read through this, I kept thinking about con artists and sociopaths, people who willingly use the rules of society to bend people to their dark purpose. In my mind, it's nothing short of villainous to do some of this stuff.
Some of it, though, does have its place. I don't think it's wrong or evil to advertise that a tube of toothpaste is the bestselling brand (as long as it's true). Still, the line is thin.
Of course, Cialdini's alleged point was to educate his reader so that the reader would no longer be duped by these practices, so he somewhat redeems the premise of the book."
"Disappointing. Demonstrates the six types of influence. No real examples. Hard to think of ways to use this knowledge.
Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, Scarcity.
"We should try to repay, in kind, what another person has provided us."
"The interesting thing about the Regan experiment, however, is that the relationship between liking and compliance was completely wiped out in the condition under which subjects had been given a Coke by Joe. For those who owed him a favor, it made no difference whether they liked him or not; they felt a sense of obligation to repay him, and they did."
"Positive by-products of the act of concession: feelings of greater responsibility for, and satisfaction with, the arrangement."
"Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. hose pressures will cause us to respond in ways that justify our earlier decision."
"What may occur is a change in the person's feelings about getting involved or taking action. Once he has agreed to a request, his attitude may change, he may become, in his own eyes, the kind of person who does this sort of thing, who agrees to requests made by strangers, who takes action on things he believes in, who cooperates with good causes...trivial requests. Such an agreement can not only increase our compliance with very similar, much larger requests, it can also make us more willing to perform a variety of larger favors that are only remotely connected to the little one we did earlier."
"One final tip before you get started: Set a goal and write it down. Whatever the goal, the important thing is that you set it, so you've got something for which to aim - and that you write it down. There is something magical about writing things down. So set a goal and write it down. When you reach that goal, set another and write that down. You'll be off and running."
"The more public a stand, the more reluctant we will be to change it."
"The more effort that goes into a commitment, the greater is its ability to influence the attitudes of the person who made it."
"Person who o through a great deal of trouble of pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort."
"It appears that commitments are most effective in changing a person's self-image and future behavior when they are active, public, and effortful."
"One means that we use to determine what is correct is to find our what other people think is correct. The principle applies especially to the way we decide what constitutes correct behavior. We view a behavior as more correct in a given situation to the degree that we see others performing it."
"I've had to go a long way. I've given up just about everything. I've cut every tie. I've burned every bridge. I've turned my back on the world. I can't afford to doubt. I have to believe. And there isn't any other truth."
"Compliance professionals are forever attempting to establish that we and they are working for the same foals, that we must "pull together" for mutual benefit, that they are, in essence, our teammates."
"We are often as vulnerable to the symbols of authority as to the substance."
"When it comes to freedoms, it is more dangerous to have given for a while than never to have given at all."
"The joy is not in experiencing a scarce commodity but in possessing it.""
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