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Influence: Science and Practice Paperback – 15 Aug 2008

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Product details

  • Paperback: 272 pages
  • Publisher: Pearson; 5 edition (15 Aug. 2008)
  • Language: English
  • ISBN-10: 0205663788
  • ISBN-13: 978-0205663781
  • Product Dimensions: 15.7 x 1.2 x 23.5 cm
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Bestsellers Rank: 304,309 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

Review

Here's what people are saying about the material in 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 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, Guthy-Renker


“It would be marvelous reading for students taking Social Psychology.” –DAVID MYERS, Hope College


“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.” –ALAN J. RESNIK, Portland State University


“INFLUENCE should be required reading for all business majors.” –JOURNAL OF RETAILING


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.

 

Here’s what people are saying aboutINFLUENCE: 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

 

 “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

 

“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

 

“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

 

 

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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Most Helpful Customer Reviews

141 of 142 people found the following review helpful By GG on 4 Dec. 2008
Format: Paperback
I notice that a lot of people who buy this book also buy Influence: The Psychology of Persuasion (Amazon have an offer on the pair). Well, I haven't read that book but I did notice the following comment in the FAQ section of Cialdini's own website (influenceatwork.com):

On the question: "What's the difference between Influence: The Psychology of Persuasion and Influence: Science and Practice?", the basic answer from Cialdini is that Science and Practice is an updated book and "generally... a more complete discussion of the topic. We do not recommend purchasing both books." His words, not mine, but I hope this helps.
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4 of 4 people found the following review helpful By Dr. M. Clayton on 11 Nov. 2010
Format: Paperback
There are few books I find myself recommending in almost all areas of my professional life - and to friends. This is one. I have long been interested in the science of influence and have trained, spoken and written on the subject for nine years. When I first read this it blew me away. Cialdini is a real authority. He won't sell you slimy, cuddly or new age ideas; all of this book is fully researched by serious scientists and drawn from peer-reviewed journals. What really marks it out for me is his ability to take research and turn it into compelling storys. This book is also a good read. I re-read this, along with a lot of other, newer books when researching my own Brilliant Influence: What the Most Influential People Know, Do and Say and this stood up as my most important textual influence. Buy it, and more important; read it! Don't let this sit with the other books you've been meaning to get around to.
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3 of 3 people found the following review helpful By John Doe on 10 Dec. 2009
Format: Paperback Verified Purchase
This isn't a 'how to' book, but a 'why' book. It explains aspects of normal human behaviour that if understood can be used to influence people to your way of thinking and or to act in accordance with your wishes (e.g. buy your product) with surprisingly powerful results. Whilst the book contains some marketing illustrations, it is mostly an academic book referencing all the various scientific experiments that have led to the conclusions presented. It looks far more daunting to read that it really is, and like a good novel it grabs your attention to want to read more. Not only does Cialdini explain the ways in which influence can be and is exerted, he advises how to avoid becoming a victim of others using these techniques on you, a life skill worth having for anyone. As a marketer it leaves me wanting more, to know how to apply these in a practical way. Some of his other books do this better, but for those who like to understand why things work rather than just how to do them, then this is a excellent starting point to a whole new way of thinking not only about marketing but how you personally can benefit from knowing and applying these techniques in day to day life.
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4 of 4 people found the following review helpful By Fergus McClelland on 8 Aug. 2011
Format: Paperback Verified Purchase
This book has been around for years with regular updates. Cialdini shows you a lot of the nuts and bolts of influence and persuasion. Hey, I am not sure I want ANYONE to read it!!! Powerful and fascinating.
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1 of 1 people found the following review helpful By Master Mind on 22 Nov. 2009
Format: Paperback
Brilliant book, I rarely give top ratting to a book, but this one greatly deserves it.

It unveils fascinating realities that you experience everyday but cannot see them as they are, this is a mind changing book, it changes the way you perceive society.

The questions at the end of each chapter makes you think of the issues just discussed, and by doing that you will never forget about the subject.

Top recommended, everyone MUST read this book.
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Format: Paperback
This book is very interesting and informative. It has sufficient academic reference to give authority and credibility, but is written in a more engaging voice than I have experienced from academic books in the past. To add to the academic studies there are numerous observations and real life examples to support. While reading it I was able to relate experiences of my own to the topics covered and recognise how easily it is to act automatically in certain situations where the 'click-whirr' response kicks in. I would heartily recommend this book to any one who wants to better understand how techniques are used to influence or gain compliance."
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