Influence: The Psychology of Persuasion, Revised Edition
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:Reciprocation: The internal pull to repay what another person has
provided us.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.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.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.Authority: We are more likely to say “yes”
to others who are authorities, who carry greater knowledge, experience or
expertise.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. Read more
Features:
Product Details:
- Publisher : Harper Business; Revised edition (December 26, 2006)
- Language : English
- Paperback : 336 pages
- ISBN-10 : 006124189X
- ISBN-13 : 95
- Item Weight : 9.8 ounces
- Dimensions : 5.31 x 0.84 x 8 inches
- Best Sellers Rank: #11,768 in Books (See Top 100 in Books) #14 in Marketing & Consumer Behavior #417 in Success Self-Help #456 in Motivational Self-Help (Books)
- #14 in Marketing & Consumer Behavior
- #417 in Success Self-Help
| Dimensions | 8.15 × 5.12 × 0.87 in |
|---|---|
| Ean | 9780061241895 |
| Mpn | 2346329 |
| GTIN | 09780061241895 |
| Isbn | 9780061241895 |
| ISBN10 | 006124189X |
| ISBN13 | 9780061241895 |
| Upc | Does not apply |
| Brand | Collins Publishers |
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