Influence: The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini

Book Ddescription

                  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 ofInfluence will move you toward profound personal change and act as a driving force for your success.

   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. --This text refers to an out of print or unavailable edition of this title.

Review

For marketers, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

Table of Contents

	Introduction
1	Weapons of Influence	1
2	Reciprocation: The Old Give and Take. . . and Take	17
3	Commitment and Consistency: Hobgoblins of the Mind	57
4	Social Proof: Truths Are Us	114
5	Liking: The Friendly Thief	167
6	Authority: Directed Deference	208
7	Scarcity: The Rule of the Few	237
	Epilogue: Instant Influence: Primitive Consent for an Automatic Age	273
	Notes	281
	Bibliography	293
	Index	311

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