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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
Product Description
Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
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Customer Reviews
Most Helpful Customer Reviews
113 of 114 people found the following review helpful
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.
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.
3 of 3 people found the following review helpful
Format:Paperback
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.
3 of 3 people found the following review helpful
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.
Most Recent Customer Reviews
ready to learn some tricks?
This is a very good book! If you are into marketcommunications and/or arvertising this book about persuasion and easy tricks.. I've read it twice now - just for the fun of it.. Read more
Published on 25 Jan 2010
A must read for anyone
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... Read more
Published on 10 Dec 2009 by John Doe
This book will Influence your life
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... Read more
It unveils fascinating realities that you experience everyday but cannot see them... Read more
Published on 22 Nov 2009 by Master Mind
Educational & engaging
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... Read more
Published on 16 Oct 2009 by Rob Cameron
Frighteningly Insightful
This book is an amazing story of how humans get "hooked in". This is a must read for budding sales people and experienced sales people alike. Read more
Published on 2 Jan 2009 by Tariq Mahmood
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