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Influence: The Psychology of Persuasion (Collins Business Essentials) | 
 enlarge | Author: Robert B. Cialdini
Publisher: Collins Business
Category: Book
List Price: $17.95
Buy New: $9.49
You Save: $8.46 (47%)
New (38) Used (20) from $9.49
Rating:  261 reviews
Sales Rank: 218
Media: Paperback
Edition: Revised
Pages: 336
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 7.8 x 5.3 x 0.8
ISBN: 006124189X
Dewey Decimal Number: 153.852
EAN: 9780061241895
ASIN: 006124189X
Publication Date: January 1, 2007
Availability: Usually ships in 1-2 business days
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Amazon.com Review
Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.
Product Description
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 thirty-five 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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| Customer Reviews: Read 256 more reviews...
 What's the difference between several version of the book? October 6, 2008
Albert S (Sunnyvale, CA)
I read Influence: the new psychology of modern persuasion, a 1984 Quill version. I wonder what's the difference between different versions about this or similar book? Is 1984 content outdated?
 Should be required reading October 4, 2008
Jos Pols
Nutshell review - This should be required reading. It discusses and explains many ways in which we are being influenced and persuaded, often to our detriment. If you want to know how it is done, and how to defend yourself against it, then read this book - a few times.
 Basically Common Sense Approach September 29, 2008
C. R. Downing (Chippenham, Wilts England)
There's actually very few book on the subject of persuasion - most are written for the sales department and take that particularly aggressive approach liked by sales management and trainers who long left the coalface of real selling and continue to use the terminology of war tactics and strategy. Personally I never quite understood the mentality of 'attacking' markets and 'controlling' clients. However this is an interesting addition to the conversation and pulls together quite a few examples and analogies. Overall though I feel this hasn't been written in the heat of actual persuasive discussion. It feels more like a course for baby sales and marketing people still in college.
Buy the book if you're creating a library on the subject (it's been around a long time so it can't be all iffy) - but there are plenty more to reasearch.
 Beating the obvious to death September 25, 2008
Ralph Adam Fine
1 out of 1 found this review helpful
Frankly, I do not understand why this book has received all the good reviews. One reviewer called it "Deep and Readable." I found it to be neither.
The book is a re-hash of mostly old college-psychology experiments (rarely relatable to the real world) and examples (many) of the author's having fallen for some of the oldest tricks in the bunko book. It does not take a rocket scientist, or a psychologist, to tell you that you will be more likely to buy from someone you like than someone you do not like (and that sales people try to make you like them). It does not take a rocket scientist, or a psychologist, to tell you that folks tend to follow orders or that good-cop/bad-cop routines generally work.
There was, however, one area where the book helpful: the discussion of reciprocity (the reason charities send "free" return-address stickers to you, or why the Hare Krishna folks give (or used to give) flowers to people at the airport). Although this, too, is obvious, the book's analysis of the psychological process is interesting. But, as with the rest of the book, the author repeats and spreads this discussion over too many pages; it could (and should) have been a tight article.
Writing takes discipline--discipline of organization, structure, and language. Cialdini stumbles on all. And, do we really trust a psychologist who buys a "fun" activity-coupon book from a woman who comes to his door in a sexy outfit merely because he admitted to liking restaurants, the theater, and other things for which the coupon book purported to give discounts, and did not want her to think that he was lying. Oh my ...
In sum, the book makes big deals out of the obvious, and does it a million ways from Sunday.
Be conscious of non-rational influences August 28, 2008
opinionated_reader (USA)
0 out of 1 found this review helpful
Cialdini demonstrates various ways -- other than rationality -- in which people are influenced into doing things. He categorizes the influences, and suggests how to deal each type. All this is done without taking a cynical attitude about the futility of reason or any such thing.
Not an earth-shattering book if one has read similar ones; otherwise, a good place to start.
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