Influence cover art

Influence

Science and Practice, ePub, 5th Edition

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Influence

Written by: Robert B. Cialdini
Narrated by: Lloyd James
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About this listen

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 listener 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.

©2001 Robert Cialdini (P)2012 Robert Cialdini Leadership Management Management & Leadership Marketing Marketing & Sales Negotiating Personal Success Psychology Psychology & Mental Health Sales Time Management & Productivity Marketing Psychology
All stars
Most relevant
Such an important topic. Great learnings from a very practical standpoint. Hugely helpful for leaders, managers, people in sales roles, parents etc.

Excellent tips

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Recommend hardcopy
re-read
Recommend hardcopy
re-read
Recommend hardcopy
re-read Recommend hardcopy
re-read
must have in library

excellent book

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Research-based and full to the brim with interesting insights, this book is a must for not only marketing professionals but anybody who desires to understand how the human brain works when it comes to decision-making.

No Nosense

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This book explains how people take us granted and manipulate our mental shortcuts for their needs

Great great great

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The content of the book is one of the very best I have ever encountered, because it's extremely usable and substantiated by solid data and cases.

Outstanding book pretty well narrated

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