This books describes in a very entertaining way how ‘compliance professionals’ con you into doing what they want. It describes specific techniques to counter their tactics. Compliance professional is the term he uses for salesman, advertisers, pyramid marketing companies and con men/women generally who manipulate us through psychological techniques. It is quite long, though it does not seem long, and it is packed with specific useful information. The author has done a tremendous amount of research both in the field and by combing the literature. You can also use the techniques yourself if you want to.
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.
This book is an eye-opener for those of us who like to think of themselves as rational people. It points out, with great accuracy and good stories, little glitches in the way that humans are wired that can be exploited. For someone who is looking for an introduction to psychology, this is the very best. You will not be able to put this book down.
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The book goes into an array of stories that outline how we respond in certain situations. For example, why does no one help a person in need when there is a crowd around? Why do we feel obligated to contribute to people who are nice to us, or who have given us a gift, even if the gift has a very low value compared to the contribution being asked. Why does authority have such a strong effect on us, often leading to unquestioned crazy behavior?
Details For Influence: The Psychology of Persuasion, Revised Edition
- Paperback: 336 pages ( Download PDF :
) - Publisher: Harper Business; Revised edition (December 26, 2006)
- Language: English
- Product Dimensions: 5.3 x 0.8 x 8 inches
- Author: Robert B. Cialdini
- ISBN-10: 006124189X
- ISBN-13: 978-0061241895
About the Author
Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State University. He is a W. P. Carey Distinguished Professor of Marketing and Regents’ Professor of Psychology, and has been named Distinguished Graduate Research Professor. Dr. Cialdini is also president of Influence At Work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence.
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