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Influence
- The Psychology of Persuasion
- Narrated by: George Newbern
- Length: 10 hrs and 6 mins
- Categories: Business & Careers, Marketing & Sales
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Last two chapters summarize it very well.
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simple and deep
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Publisher's Summary
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 35 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.
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What listeners say about Influence
Reviews - Please select the tabs below to change the source of reviews.
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- Mukesh Kumar
- 30-12-19
Pretty effective
It’s as practical as it gets.
I actually tried it’s principles on a sales executive and ut worked like a charm.
10/10 would recommend.
13 people found this helpful
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- Ricky k
- 29-11-19
Good insights on how to influence and how to avoid
Book has some simple and easy to understand concepts. Frequent Breathing sound of the narrator acted as hindrance to smooth listening. Rest all good.
11 people found this helpful
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- Nishant Sharma
- 08-01-20
A glimpse into role of psychology in our lives
The book is an easy, quick read even while it tries to explain highly complex concepts. The examples are from daily life and also famous psychology experiments. Actionable steps are mentioned in the end of every chapter which make the book not just theoretical but a practical guide.
9 people found this helpful
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- CK
- 22-12-19
perfect book
please hear it out, very long but insightful. good read from case studies standpoint. definitely a recommend.
8 people found this helpful
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- Kartik Madaan
- 25-05-20
You're in for a treat
Just wait for the last twenty minutes of chapter 5. This book teaches you how you can avoid complying with requests and how to save your time and money. Makes you realise how many times you've been forced into compliance!
5 people found this helpful
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- Amazon Customer
- 29-11-19
must read !!
this book explains that we are the victim of our own auto responses and how companies are exploiting our natural responses. you will feel quite mindful after listening to this
5 people found this helpful
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- Vinayak A
- 27-10-19
read it in paper a decade ago, loved the audiobook
i read this a decade ago, but the audio book is just fabulous. I finished over two weeks spending hours some days and not even a minute on most others.
simply loved it.
5 people found this helpful
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- Alok Lele
- 16-12-19
very good listen
Wonderful insights with very relatable stories. The narration is also done well. . . .
4 people found this helpful
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- Anonymous User
- 23-10-19
nice
it is a good book with practical examples. worth listening. can be used in our daily lives
2 people found this helpful
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- Soorrya Prakaash
- 13-12-20
best book I read
These was one of the books, I will read again, again and again. page after page it gave me new perspective of the sales techniques others use on you and also explains why i behaved in a certain way to certain events in the past. This book was recommended by my guru Om swamiji and I really love it
1 person found this helpful
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- Mikko SF
- 26-04-17
Finally got through this classic
I finally opened an Audible account and first picked a book that I've had on shelf for years and even started once or twice. I remembered the written version being a little dry and repetitious. The first issue was fixed by the engaging delivery; the second issue, in an audiobook, turned out to be a virtue. A very good experience. However, in a book laden with social science references, checking the sources in an audiobook is difficult. Knowing the replication problems of psychology and social sciences, going into details of the research would be necessary to fully trust the examples. Or, you need to place total trust in the author, while keeping in mind that even Nobel laureates have been overconfident in their experiment design. But I digress. A great book, good listen. "Click, whirr".
44 people found this helpful
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- ProudPapa34
- 08-01-17
Eye Opening
I listened to this book in about a week, and it's already making me perceive the world in a different way. From the guy at McDonalds who smiled when he asked if I wanted to donate a dollar to St. Jude to the man who gave my church a timeline on the purchase of an old church building because he has other "interested parties," I am more aware of the compliance tactics that people inadvertently or intentionally use around me to encourage me to behave in a certain way. This book is a classic.
117 people found this helpful
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- Tobi
- 03-11-16
Great content, slow in the middle, redeems itself quickly
This book has great content and is well formed in its ideas and overall message. At times in the middle of the book I found the stories a bit lengthy causing me to lose focus on the message but if you can push past this the second half of the book is just as good if not better as the first.
40 people found this helpful
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- Rosanne
- 10-12-17
Dated but relevant
Although this was written 20 or 30 years ago the underlying information is relevant more so now than ever. I thought the book was a bit too long and the points being made could have been done more concisely; however it was still a valuable use of my time to listen to the entire book.
The only slightly annoying aspect of listening to the reader was hearing his inhalation of breath before speaking. He has a very good voice and his narration was pleasant; but I found his frequent intakes of breath a bit annoying.
51 people found this helpful
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- B. Ferguson
- 06-12-16
Excellent
This audiobook is just the right length. The influence principles were described with easy to follow stories and examples. The funniest stories were how the author was duped by an influence principle. If you're looking to be more effective in your communications with people, I would highly recommend this book.
It will help you understand why people are drawn to certain things, why people are reluctant to change their mind, etc
46 people found this helpful
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- Tom Huffman
- 28-01-17
Life decisions
This book provides excellent insight to how we should responsibly challenge authority and outside influences in our lives. We are conditioned from birth to unconsciously conform and comply on societal queues; we must make a conscious effort to scrutinize our decisions and ensure they fulfill our needs and not our wants.
29 people found this helpful
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- Jerry L. Cook
- 10-04-18
Gulp, gulp: Here's my review
The reader should not be reading this book; the breathing and gulping are horrible.
Having said that, the content is very useful. Here are my recommendations for getting past the heavy breathing and gulping sounds of the reader.
1. Put the speed on 1.25x. Yes, you'll get to the breathing and gulping sounds sooner, but they won't last as long.
2. Understand that this book, at least the first half, is primarily about business/marketing/sales tactics. I would not recommend this book for someone who is trying to Win Friends and Influence People.
3. Stay focused. Ask yourself what the reader's point is with the long stories.
4. Take notes. I have found that writing notes while reading has really helped.
Good luck!
102 people found this helpful
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- Tim
- 18-10-16
Awesome book!
This is a great book if you want to learn more about yourself as well as other people. This book explains a lot about the preloaded programming we humans are born with and how it can be exploited by compliance professionals .
33 people found this helpful
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- C
- 10-05-17
bloated entry level knowledge
Not worth the time for those already familiar with the subjects.
This is good for people who are new to psychology and prefer lengthy descriptions and multiple examples of these concepts.
The information is mostly accurate yet the authors ego slips in occasionally. Some needed ethical commentary on the "initiation rights" segment are somewhat omitted.
If you are looking for more advanced and consolidated material, go with "you are not so smart" or a few other titles that have more efficient delivery with more topics.
40 people found this helpful
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- isaiah
- 09-01-17
the narrator was dull to me but great content.
I found some nuggets of information here. For me this was the second worst narration in an audiobook.
20 people found this helpful
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- Mr. A. B.
- 11-11-17
Top reading
I would score this book 5 Stars.
It was a brilliant book a well researched book and extremely informative book in the space of compliance and how we are forced to comply with other people's demands through various set of tricks that use on us. By reading this book you will become aware of these tricks and how you feel at various points that someone makes an attempt to trick you.
It will give you the opportunity to have a calm demeanor about yourself and achieve composure before taking decisions that may later be regrettable in haste.
Reading this book will save you a lot of time will give you great lessons on how to handle compliance professionals in the future in fact how to handle your boss and your relationships in general.
The sooner you get reading this book the quicker you will have the chance to combat compliance professionals who use lots of tricks to force you into a decision that you probably will regret later on.
I wish I'd read it when it was first published.
Read it today!
16 people found this helpful
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- Misty
- 25-10-16
Fantastic
Insightful, well written, well narrated. One of the best books on the psychology of persuasion and influence I've read to date.
21 people found this helpful
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- Vikki Marie Gaynor
- 20-07-17
Very useful .. easi too understand
some parts were very good and the ideas and information is put in an easi to understand and use in every day life
Well worth a listen but some of it was somewhat complicated..
Listen with your brain in gear.. not a book for relaxing with ...
5 people found this helpful
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- What's this?
- 06-08-17
INFLUENCE
What made the experience of listening to Influence the most enjoyable?
Explains in detail how many techniques in influence and persuasion are used. A good listen with quite a few surprises.
3 people found this helpful
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- MR N.
- 10-06-17
Great for marketing , sales and buyers
A real insight into influence , I read this after pressuation which is written much later , and this book still stands its ground as a heavy weight.
Moony Victoire nijjar
My sos family
3 people found this helpful
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- MarkE
- 25-05-17
An essential read for a Facebook world!
In a time when you can be psychologically profiled just by your likes on Facebook, and then be sent messages that will appeal to you, this book is an essential read. A well written, researched and read book.
6 people found this helpful
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- Mr. Christen J. Forster
- 05-01-20
broad and applicable
less technical/neurological than some newer books on the same/similar subjects, but far more comprehensive and useful in real world situations.
2 people found this helpful
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- PeeJay
- 29-09-17
Much more than I expected
What a fascinating book! I had no idea it would span everything from car sales to suicide rates, it's quite incredible just how many varied areas of human psychology are covered, and indeed there is something for us to learn from each of these. A well narrated, enjoyable voice. Covers many aspects of our world some of us have seen before but never explained. Really interesting and without doubt some strong ideas I can put to good use in my own life. Highly recommended.
2 people found this helpful
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- Jack
- 18-02-19
Don't bother
Terrible book and waste of time listening to it. Purchased it after seeing all the good reviews, which in hindsight I can only assume were paid. Book frequently goes off topic, rambles on incoherently without really giving too much insight. The lessons it does give you could summarise in a 15 minute summary with brief reasons why, and come out just as informed had you bothered to listen to the whole thing, which I'm in the unfortunate position of having done.
1 person found this helpful
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- Maurice
- 09-11-18
waste of time
this very long book can be summarized in 30 min with no loss of essential information.
a lot of rant, a lot of details about experiments that we dont really need to know aaboit.
there are a handful of principles that can be explained in an hour... why sooo many explanation and examples for already simple concepts !!!! i had to skip a lot of it as it becomes dead boring.
1 person found this helpful
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- completeaerogeek
- 25-02-17
Dont buy this book if you are interested in facts
What could have made this a 4 or 5-star listening experience for you?
Accurate information based of current research
Has Influence put you off other books in this genre?
No but it is pretty bad.
What do you think the narrator could have done better?
Nothing
What character would you cut from Influence?
The entire section on social proof.
Any additional comments?
This book is very dated as its references make clear and while it does contain some information that may be useful, most of it is obvious in the extreme.
After discussing dodgy sales techniques, most of which are specifically outlawed in most civilised countries, the author also spends an inordinate amount of time discussing American college fraternity hazing behaviour and proclaiming this to be a universal tribal behaviour while ignoring the fact that this is almost exclusively an American behaviour. In other developed countries students go to university to well.. study. As a former lecturer I can tell you that in Australia at least, we don't have fraternities or any of the abhorrent behaviour that goes with it.
Then he goes on to conflate this fraternity behaviour with military training. As someone who served in 2 branches of our military including a time undergoing special forces training, I am offended by this parallel between drunken college kids for whom the only obvious threat is a hangover, and servicepeople being prepared for the rigours and hardship of war. It should be offensive for anyone who has ever served. Having said that, even the harsher kind of generalised 'stress' treatments have been purged from our defence force with no loss of combat capability.
But wait, that's not the worst bit -I then came to the section in social proof where Cialdini quotes 'research' correlating publicised suicides with airline accidents, I nearly threw up in my coffee cup. (I should mention that I am a postgraduate educated aviation professional and Human Factors specialist who studies behaviour leading to airline accidents)
He repeatedly lauds a researcher who found that when a suicide is publicised in the paper, airline accidents increase 'up to 1,000 %'.
He then goes on to compound this nonsense by saying that after reading a depressing story an airline pilot might be tempted to 'dip the nose' on take off and commit suicide. Never mind that at the time of writing all large airliners had 3 cockpit crew (pilot, copilot and flight engineer) and that they undergo specific training (CRM) to notify the pilot flying of any non standard actions and if he or she doesn't correct them to take over control of the aircraft. He then doubles down on this rubbish by saying he checks the papers before he flies and even buys more insurance, if there have been suicides reported. Presumably this is after he checks his horoscope, reads his tea leaves and interprets his rune stones.
That an academic would spout this kind of illogical drivel is reprehensible. The most basic research would show this to be nonsense or it would be raining airliners and yet in 2015, 3.2 billion people flew on the world's airlines and there was not one crash involving a major airline/jet airliner and no
fatalities. Presumably all of the suicide prone pilots were on holidays.
Oh and another thing, in Australia we have not had a jet airliner crash - ever - despite having some of the busiest air routes in the world on our east coast. Presumably we are not subject to this 'social proof'.
Airline accidents are the most thoroughly investigated occurrences on Earth and the results are publicly available. To believe Cialdini, the primary causal factor in all of them would be pilot suicide yet this is the case in only 3 commercial accidents in the last 50 years. Presumably engines that fail or cargoes that catch fire are feeling 'social proof' to commit suicide....
Cialdini owes an apology to anyone who bought this book and more importantly, to everyone involved in commercial aviation - the safest form of transport ever devised (including walking) .
Shame on you...
74 people found this helpful
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- Wedzerai
- 13-03-17
Great book!!
Sound principles that are easy to apply and some easy to relate to examples of the principles in application! 👍🏿
3 people found this helpful
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- Enrico Massi
- 23-03-19
Great Book
I've read this book several times and enjoyed listening to it. Sounds dated but great principles that stand the test of time. A worthwhile listen for all of us.
2 people found this helpful
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- Sammy McDiarmid
- 15-03-19
Wow, this book is the best way to avoid being ripped off.
Wow, this book will show you all the tricks hard sellers use to part you from your money. I was gullible, now I can see through the sales tactics to decide if I really want whatever it is they are selling.
This book is the best way to avoid being ripped off or swindled.
Great book, thanks to Robert Cialdini.
2 people found this helpful
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- Luke
- 01-02-17
I was heavily influenced by this book
A very good book. Well read by the narrator and some exceptional content. Most of all the book was well researched and each point was supported by data.
2 people found this helpful
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- Doug
- 05-01-17
Highly recommend
Great read-listen. Great content that you will find valuable in life, business and anything else you do. Definitely read - listen to this book, a great resource for anyone.
2 people found this helpful
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- Anonymous User
- 09-10-20
Boring.
He talks too much about the same thing and doesn’t really get deeper into it. It’s so draining to listen to.
1 person found this helpful
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- Ben Jones
- 12-12-16
brings it all together
I have heard a lot of this before, but I find this puts it all together in a clear and entertaining way.
1 person found this helpful
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- Anonymous User
- 09-02-21
Great book
One of the best books I’ve listen to, good narrator and story. Great for undertaking why we and others do things, and how that happens in our heads!! Honestly would really recommend to anyone!! Helps a lot
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- Anonymous User
- 05-02-21
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To out of date for to much relevance partiularly lack of reference to social media etc.