Influence: Science and Practice (5th Edition) Book PDF
Author : Robert B. Cialdini
Years : 2008
Pages : 394
ISBN : 0205609996, 9780205609994
Language : English
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.
This book Influence: Science and Practice (5th Edition) PDF is considered the gospel on the psychology of persuasion. Cialdini’s now infamous work deserves the amount of praise it gets.
Not only is the book easy to follow with tons of excellent examples (explained in laymen terms), Cialdini also spends the time to go into why these studies played out as they did.
Lastly, he addresses how to defend yourself from persuasion techniques that wish to harm you rather than ethically convince you (scammers, people selling faulty products knowingly, disingenuous attempt to persuade, etc.) A true classic.