Influence: The Psychology of Persuasion (Revised)

Influence: The Psychology of Persuasion (Revised)

By Robert B Cialdini

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.

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Book Information

Publisher: Harper Business
Publish Date: 12/26/2006
Pages: 336
ISBN-13: 9780061241895
ISBN-10: 006124189X
Language: English

What We're Saying

September 26, 2008

Reviewing Reviews

By 800-CEO-READ

Heather Green has written a wonderful review of Jeff Howe's Crowdsourcing: Why the Power of the Crowd is Driving the Future of Business for the September 29 issue of BusinessWeek. After observing that "Books about the crowd are becoming a crowd unto themselves," Green writes: What sets Howe's book apart is his focus on business, an examination of different crowdsourcing models, and a deep dive into academic research to explain why people work together. It's a welcome and well-written corporate playbook for confusing times. READ FULL DESCRIPTION

August 31, 2009

Jurgen Appelo at Noop. nl has created and algorithm that takes the number of Amazon reviews, average Amazon ranking, and number of hits on Google to create the Top 100 Best Books for Managers, Leaders & Humans. In talking about some of the analysis Appelo says: The book with the largest number of Amazon reviews is Freakonomics (#53, by Steven D. READ FULL DESCRIPTION

January 23, 2009

There was a post in Twitter last week with someone asking what five business books should be recommended to someone entering the workforce. I wasn't able to go back and find the post, but the question has been lingering with me as we approach the launch of The 100 Best Business Books of All Time. Where to start? READ FULL DESCRIPTION

January 21, 2009

In the book The First 90 Days, Michael Watkins talks about how the President of the United States gets 100 days to prove himself, but you are given 90 days in your new job. He states that the first three months can be a make or break time. Watching the inaugural yesterday led me back to this book. READ FULL DESCRIPTION

January 11, 2011

In the Books - Off to the Printers XII

Book Review by 800-CEO-READ

In another installment from the annual review of business books we produced last year, we have an article from friend and former president of the company, Todd Sattersten. In it, he discusses the meta-themes in business thought that he and Jack uncovered as they spent 18 months compiling, reading, choosing and writing The 100 Best Business Books of All Time. ◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊ The Five Universal Themes in Business BY TODD SATTERSTEN What happens when you spend 18 months reading the best in business literature? READ FULL DESCRIPTION

February 03, 2016

We wrap up our Thinker in Residence with Adam Grant by asking him what unanswered question he has about business, and what books have inspired him in the work he does. READ FULL DESCRIPTION

Full Description

The widely adopted, now classic book on influence and persuasion--a major national and international bestseller with more than four million copies sold!

In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini--the seminal expert in the field of influence and persuasion--explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.

You'll learn the six universal principles of influence and how to use them to become a skilled persuader--and, just as importantly, how to defend yourself against dishonest influence attempts:

  1. Reciprocation: The internal pull to repay what another person has provided us.
  2. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions.
  3. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct.
  4. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them.
  5. Authority: We are more likely to say "yes" to others who are authorities, who carry greater knowledge, experience or expertise.
  6. Scarcity: We want more of what is less available or dwindling in availability.

Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research--as well as by a three-year field study on what moves people to change behavior--Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.

About the Author

Robert B. Cialdini, PhD is an award-winning behavioral scientist and author. He is the president and CEO of Influence at Work, focusing on live and virtual keynotes, streaming and online corporate training.

In acknowledgement of his outstanding research achievements and contributions in behavioral science, Dr.

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