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Influence: Science and Practice
 
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Influence: Science and Practice [Paperback]

Robert B. Cialdini
4.8 out of 5 stars  See all reviews (8 customer reviews)
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Frequently Bought Together

Influence: Science and Practice + Influence: The Psychology of Persuasion + What Every Body Is Saying: An Ex-FBI Agent's Guide to Speed-reading People
Price For All Three: £27.33

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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: 15.3 x 1.3 x 22.8 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Bestsellers Rank: 17,659 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


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

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Most Helpful Customer Reviews
113 of 114 people found the following review helpful
By GG
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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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.
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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.
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