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Influence: The Psychology of Persuasion (Collins Business Essentials) [Kindle Edition]

Robert B. Cialdini PhD
4.3 out of 5 stars  See all reviews (243 customer reviews)

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Book Description

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 principles of Influence will move you toward profound personal change and act as a driving force for your success.

Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.



Product Description

Review

For marketers, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

Synopsis

"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 principles of "Influence" will move you toward profound personal change and act as a driving force for your success.

Product details

  • Format: Kindle Edition
  • File Size: 643 KB
  • Print Length: 336 pages
  • Publisher: HarperCollins e-books; Revised edition (28 May 2009)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ISBN-10: 006124189X
  • ISBN-13: 978-0061241895
  • ASIN: B002BD2UUC
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (243 customer reviews)
  • Amazon Bestsellers Rank: #1,806 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
123 of 129 people found the following review helpful
5.0 out of 5 stars Priceless 28 Oct. 2007
By William Cohen VINE VOICE
Format:Paperback|Verified Purchase
I have been entertaining my friends at dinner parties with this book. Cialdini, who admits to being a bit of a sucker himself, shows all the ways we've been manipulated over the years by small gestures and situations contrived by salesmen.

There are so many good stories. The one about Joe Girard, a car salesman who sends out each month 13,000 cards every month to former customers with a card saying, "I like you". Surely people wouldn't fall for that? Yes they do, he made more than $200,000 a year selling cars. He's in the Guinness Book of Records.

There's the story of how the Chinese got the American prisoners in the Korean War to betray their country by setting them essay questions. There's accounts of the trouble we can get into when we insist on being consistent or make a vague commitment to supporting a cause.

Cialdini exposes loads of sales techniques and has some fascinating insights into what motivates us.

As a self-employed person I'm really grateful for this knowledge. This is a book that everyone should read.
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161 of 170 people found the following review helpful
5.0 out of 5 stars Required Reading for the Intelligent Consumer 28 May 2004
By Donald Mitchell HALL OF FAME TOP 500 REVIEWER VINE VOICE
Format:Paperback
The human mind is a wonderful thing, capable of the most wonderful thought processes and ideas. Yet the brain is on automatic pilot for most situations. That allows the conscious mind to really focus. The drawback is that some people will use our conscious inattention to sneak one by us, like a fastball pitch to a hitter looking for a change-up.
Influence, the book, is very useful in this regard, because it uses interesting examples to help us be aware of our own tendency to let automatic pilot thinking take over.
Since I first read this book many years ago, I have been watching to see if the circumstances I see support or invalidate Professor Cialdini's points. By a margin of about 9 to 1, Cialdini wins.
Given that we are easily manipulated by our desire to be and to appear to be consistent with our past actions and statements, swayed by what the crowd is doing, and various other mechanisms, the only way we can be armed against unscrupulous marketing is to be as aware of these factors are the marketers are.
At the same time, I appreciated how the book explores the ethics of when and how much to apply these principles. Without this discussion, the book would come off like Machiavelli's, The Prince, for marketing organizations. That would have been a shame. By dealing with the ethics, Professor Cialdini creates the opportunity to educate us intellectually and morally. Well done!
I have read literally dozens of books about marketing and selling, and I find this one to be the most helpful in thinking about how influence actually works. Even if you will never work in marketing, you will benefit from reading this book in order to better focus your purchases and actions where they fit your needs rather than someone else's.
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35 of 38 people found the following review helpful
Format:Paperback
I've just finished this book. Wow it was mind blowing!

I'm not going to reiterate all the brilliant reviews made about this book, suffice to say it is a useful guide for going into negotiations and other situations were undue and unfair influence might occur. For example, how to deal with dirty influence tricks or even just pushy salesmen, estate agents or recruitment consultants - you can see the tatics that are being used and side step them or use their tricks against them for your own advantage.

An amazing book. Read it for your own sake.
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4 of 4 people found the following review helpful
3.0 out of 5 stars Decent, not worth 5 stars 6 Dec. 2013
Format:Paperback|Verified Purchase
Really good interesting book,there is a lot of rambling however for me, its not useless information but it's a bit excessive and doesn't really enhance your knowledge on the concepts in the book.

Key question. Will this make you a person who can influence people more effectively ? I'm not so sure, I guess if you took the time to really work some of the ideas into you everyday life then maybe. You will definitely have to WORK at it and think really hard as to how you can use the ideas because its not like a step to step guide, its more like a diary of his findings.

This book will make you more aware of things that influence situations however as in how to actually use them to benefit yourself not so much.

All in all good book. Could be condensed, longer than it needs to be.
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60 of 66 people found the following review helpful
5.0 out of 5 stars Invest in Influence 6 Jun. 2005
Format:Paperback
I first read an excerpt of Dr Cialdini's book in a Harvard Business Review article and it was one of the few times I actually bought the book on the same day. The six universal principles of influence and persuasion are superb in their brevity and ability to work in a wide variety of situations. With Dr Cialdini backing up his writings with 50 years of social science research (not to mention his own 3 year investment of time to learn the trade secrets of many organisations, both private sector and public sector) it makes learning and using the principles of persuasion systematic and not dependant on being 'a born sales person or natural influencer'. A fantastic read with plenty of anecdotes (backed up by research) and uses. If you buy one book on the subject of Influence and Persuasion - make it this one!. Also, for reader's interest the book has been translated into a two-day workshop on how to best utilise the 6 principles of influence and persuasion and are run by Dr Cialdini's outfit called Influence At Work - they have a US and UK presence. Good reading!
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