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Influence: Science and Practice (4th Edition)
Paperback – 262 pages
ISBN-10: 0321011473
ISBN-13: 9780321011473
Book Description
Influence: Science and Practice is 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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Book Reviews
At chapter 3, and already impressed. There are flaws in us as a human, psycologically, that usually prompts us to do certain action more than the others.
It's definitely a good read, a 5-star book, well thought of, and well supported with research data from various sources.
Thumbs up for Robert!!
This book has had a dramatic impact on the way I deal with ‘compliance professionals’, as Cialdini likes to call them. You will be surprised at the techniques they use, and the human tendencies that they exploit in order to get you to comply to their wishes, for profit or otherwise.
Influence is a useful tool to counteract such tactics.
This book is an excellent exposition of what makes us bend to other people's will - to buy, to obey, to think the way they want us to think. Cialdini has worked at a number of "compliance professional" type jobs, seeing how the masters do their work. He also pulls together decades of psychology and marketing research to give greater insight.
He breaks down the strategies as follows:
* Reciprocation: do others a favour and they'll be compelled to do one back for you.
* Commitment and consistency: get someone to commit to a position in front of people they respect, and you've got them hooked.
* Social proof: We value what other people are seen to value.
* Liking: We like people who are similar to us, who compliment us, whom we respect, whom we identify with, who like us in return.
* Authority: People bend to authority. You don't have to be in Nazi Germany to be twisted to do "evil". We are susceptible to the trappings of authority, too.
* Scarcity: Make people think something is scarce and they'll value it far more than it's worth. Take away the privileges they once enjoyed and they'll fight tooth and nail to get it back.
Psychology is incredibly important in all our lives and I can't help but think that a lot of people would benefit from knowing the contents of this book. He makes the important point that revolts come not when people have been downtrodden for a long time, but after you try to take away the rights they've been enjoying. Is something similar happening in the Middle East, I wonder? (read less)
This book is an excellent exposition of what makes us bend to other people's will - to buy, to obey, to think the way they want us to think. Cialdini has worked at a number of "compliance professional" type jobs, seeing how the masters do their work. He also pulls together decades of psychology and marketing research to give greater insight.
He breaks down the strategies as follows:
* Reciprocation: do others a favour and they'll be compelled to do one back for you.
* Commitment and consistency: get someone to commit to a position in front of people they respect, and you've got them hooked.
* Social proof: We value what other people are seen to value.
* Liking: We like... (read more)
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