- Paperback: 336 pages
- Publisher: William Morrow; 2nd edition edition (April 1999)
- Language English
- ISBN-10: 0688128165
- ISBN-13: 978-0688128166
- Product Dimensions: 23.1 x 15.2 x 2.5 cm
- Average Customer Review: 4.3 out of 5 stars See all reviews (66 customer reviews)
- Amazon Bestsellers Rank: 345,132 in Books (See Top 100 in Books)
Influence: The Psychology of Persuasion
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Product Description
Review
The material in Cialdini's Influence is a proverbial gold mine.--Journal of Social and Clinical Psychology
--This text refers to an alternate
Paperback
edition.
Product Description
Some people just won't take no for an answer. In "Influence," Dr. Robert Cialdini explains the six psychological principles that drive our powerful impulse to comply to the pressures of others and shows how we can defend ourselves against manipulation (or put the principles to work in our own interest).
"Influence" guarantees two things: Readers will never say yes again when they really mean no, and they'll be more persuasive than ever before.
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First Sentence
I GOT A PHONE CALL ONE DAY FROM A FRIEND WHO HAD RECENTLY opened an Indian jewelry store in Arizona. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
I GOT A PHONE CALL ONE DAY FROM A FRIEND WHO HAD RECENTLY opened an Indian jewelry store in Arizona. Read the first page
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Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
64 of 64 people found the following review helpful
Format:Paperback|Amazon 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.
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.
13 of 13 people found the following review helpful
Brilliant Book! A book you will keep going back to again and again. Worth more than 5 Stars.
2 May 2007
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.
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.
131 of 140 people found the following review helpful
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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Most Recent Customer Reviews
The classic persuasion text
Cialdini is probably the most respected popular psychologist alive today, so any publication of his is worth its weight in gold, and could potentially earn the same! Read more
Published 10 days ago by James Taylor
A good book - though could do with an update
I wanted to understand more about being more influential, and how to stop being the result of other's influence. In that regard, I think this book will help me. Read more
Published 20 days ago by Nardies
No illustrations in Kindle Edition
The written content of this book was excellent. However, I purchased the Kindle Edition and was disappointed that it excludes all the illustrations which are included in the... Read more
Published 1 month ago by Mrgfvjh
Only read if you want to understand people's buying behaviour.
If you want to understand human decision making and buying behaviour then this is a 'must read'. I was bought this book in 2002 and it's now falling apart through use. Read more
Published 1 month ago by diggy
Great fun from start to finish
If you are looking for a well-written, accessible book on how advertising and other media affect our decision-making, I can strongly recommend the general reader try this one. Read more
Published 1 month ago by Peasant
A must-read
This book is a must-read for many, many fields.
It is old and may seem outdated, yes, but it laid the foundations for many things that are still taught today by business... Read more
It is old and may seem outdated, yes, but it laid the foundations for many things that are still taught today by business... Read more
Published 2 months ago by Tiago Santos
Its a good book..
Lots of stories/examples from USA..
Maybe too many?
But very readable, and enjoyable.
I learnt a lot from this book.
Maybe too many?
But very readable, and enjoyable.
I learnt a lot from this book.
Published 3 months ago by Anil Bhatia
ways of the world
Most of this book is common sense, but its worth reading, especially as it breaks down the points into various categories which then makes it easier to know what to do and how to... Read more
Published 4 months ago by Isobel
Brilliant
Excellent book, interesting psychology - learnt a lot from it which can be used in my business and by any sales person.
Published 5 months ago by Red
Great book!!!
I would recommend this book to anyone. It contains powerful tools for persuasion and getting better relationships in general. Read more
Published 5 months ago by SNOOTS
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