Psychology

Influence, New and Expanded: The Psychology of Persuasion

Influence, New and Expanded: The Psychology of Persuasion

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  • Type：Epub+TxT+PDF+Mobi
  • Create Date：2021-05-11 06:31:20
  • Update Date：2025-09-07
  • Status：finish
  • Author：Robert B. Cialdini
  • ISBN：B08HZ57WYN
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Summary

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller， with over 5 million copies sold—now revised adding: new research， new insights， new examples， and online applications。

In the new edition of this highly acclaimed bestseller， Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings。 Using memorable stories and relatable examples， Cialdini makes this crucially important subject surprisingly easy。 With Cialdini as a guide， you don’t have to be a scientist to learn how to use this science。


You’ll learn Cialdini’s Universal Principles of Influence， including new research and new uses so you can become an even more skilled persuader—and just as importantly， you’ll learn how to defend yourself against unethical influence attempts。 You may think you know these principles， but without understanding their intricacies， you may be ceding their power to someone else。


Cialdini’s Principles of Persuasion:



Reciprocation
Commitment and Consistency
Social Proof 
Liking 
Authority
Scarcity
Unity， the newest principle for this edition
Understanding and applying the principles ethically is cost-free and deceptively easy。 Backed by Dr。 Cialdini’s 35 years of evidence-based， peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction。

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Reviews

ckm ，

有啲概念已經唔新鮮，所以還好。但都有啲幾inspiring，會知道現在銷售手法嘅出處同運用的心理。

Joseph ，

Robert Cialdini’s Influence， the Psychology of Persuasion is a book that goes through several factors that influence the way humans make decisions。 Among them are the “expensive equals good” strategy， the “rule of reciprocation”， where a person will give someone something small in an effort to make a person feel they “owe” that person， and then cash in a larger concession/favor later。 He also details the “reject then retreat” method where a large favor or price is quoted， rejected by the consume Robert Cialdini’s Influence， the Psychology of Persuasion is a book that goes through several factors that influence the way humans make decisions。 Among them are the “expensive equals good” strategy， the “rule of reciprocation”， where a person will give someone something small in an effort to make a person feel they “owe” that person， and then cash in a larger concession/favor later。 He also details the “reject then retreat” method where a large favor or price is quoted， rejected by the consumer/target， then getting the target to agree to a lower price or smaller favor。 Additionally， Cialdini points out the psychological need for humans to be consistent with their decisions/choices， especially after they’ve made either a verbal or written commitment to a particular cause or action。 He goes on to detail the idea of “social proof” wherein if a group of people are interested in an item， it must have value and therefore is desirable， as well as similar behaviors around the law of scarcity that when an item is hard to acquire it becomes more desirable。 Lastly， he explains the role of needing to feel liked and the deep rooted habits of listening to authorities that can drive humans to make less than optimal choices in their lives。There were some interesting points in this book， and it had the style of a Malcolm Gladwell pop psychology book。 This book was written at least a decade or more before Gladwell became famous for this style of book in the early 2000s。 Overall， the book felt dated， both socially and culturally and this datedness significantly detracted from the overall impact of Cialdini’s thesis。 。。。more

Cathy Liu ，

I enjoyed learning about the psychological schemes that drive much of sales and marketing。 My favorites were: commitment and consistency， liking via cooperation， association with positive outcomes， and scarcity。

Viktor Leijon ，

Influence explains in detail the fundamental principles of persuasion。 We humans like to avoid thinking about how we should react by using anticipated shortcuts to guide our decisions。 Compliance professionals like advertisers， con artists， and salespeople take advantage of these preprogrammed human reactions to evoke the response that’s in their best interests， not ours。 Specifically， they leverage the principles of exchange， rarity， consistency， social proof， liking， and authority。 Since we ca Influence explains in detail the fundamental principles of persuasion。 We humans like to avoid thinking about how we should react by using anticipated shortcuts to guide our decisions。 Compliance professionals like advertisers， con artists， and salespeople take advantage of these preprogrammed human reactions to evoke the response that’s in their best interests， not ours。 Specifically， they leverage the principles of exchange， rarity， consistency， social proof， liking， and authority。 Since we cannot stop using these shortcuts that mostly serve us well， we must instead learn to defend ourselves against the manipulators who abuse them。Knowing these six fundamental principles， will help you protect yourself against them。 。。。more

Nasser ，

This review has been hidden because it contains spoilers。 To view it， click here。 I really enjoyed learning about the concepts introduced in the book specially when the author explained them from behavioral and psychological perspectives as I personally find such fields interesting to learn more about the human nature。 I also appreciate how the author points out the downsides of certain persuasion principles such as Social proof and Authority that can put us at position of exploitation if we are not aware about the context of the situation or the natural behaviour human tend I really enjoyed learning about the concepts introduced in the book specially when the author explained them from behavioral and psychological perspectives as I personally find such fields interesting to learn more about the human nature。 I also appreciate how the author points out the downsides of certain persuasion principles such as Social proof and Authority that can put us at position of exploitation if we are not aware about the context of the situation or the natural behaviour human tend to adopt in certain cases。 However， I disagree with the author on some of the persuasion methods mentioned in the book as they may create conflict with the integrity and moral。 For example， in the reciprocation method， if an individual tend to adopt such technique frequently in negotiation he/she might be perceived as sneaky or greedy in their demands。 Moreover， the author should put more emphasis on negative aspect of social proof method， as following the majority can be a mistake at many situations。 。。。more

Jash Sheth ，

Robert Cialdini beautifully puts in words the countless "social jiu-jitsu" tactics we intuitively understand and use ourselves everyday。 The stories and examples are apt and made me relate to some of my past experiences too。 Loved this one， truly a must-read！ Robert Cialdini beautifully puts in words the countless "social jiu-jitsu" tactics we intuitively understand and use ourselves everyday。 The stories and examples are apt and made me relate to some of my past experiences too。 Loved this one， truly a must-read！ 。。。more

Vasudhendra Vasudhendra ，

Author gives details of various techniques which can be used to influence others。 It is always difficult to convince another person for an idea or for a sale。 This book gives such details。 Most of these techniques looks familiar and we might have experienced their power。 However the detailed narration， classification and accurate analysis of these techniques makes the book special。 Author has given many anecdotes， which makes the book enjoyable。 This book is useful for both students of Psycholog Author gives details of various techniques which can be used to influence others。 It is always difficult to convince another person for an idea or for a sale。 This book gives such details。 Most of these techniques looks familiar and we might have experienced their power。 However the detailed narration， classification and accurate analysis of these techniques makes the book special。 Author has given many anecdotes， which makes the book enjoyable。 This book is useful for both students of Psychology， Marketing or anyone who is keen to understand human behavior。At the end of each chapter， a letter from the reader has been presented。 Readers of previous editions have shared their experiences based on the theory explained in a specific chapter。 These letters are brilliant。 。。。more

Elva L ，

Weapons of influence How a sound turns attitude towards natural enemies to loving and caring response and vice versa in nature Reciprocation More powerful and instinctive， than if you’re likeable， almost like a knee jump reaction Applies to partial yielding in negotiation Commitment and Consistency， fav chapter Power of writing down， small outside temptation = more internal acknowledgement How Chinese political party persuades its American prisonersLeading to How to implant an idea to a person/k Weapons of influence How a sound turns attitude towards natural enemies to loving and caring response and vice versa in nature Reciprocation More powerful and instinctive， than if you’re likeable， almost like a knee jump reaction Applies to partial yielding in negotiation Commitment and Consistency， fav chapter Power of writing down， small outside temptation = more internal acknowledgement How Chinese political party persuades its American prisonersLeading to How to implant an idea to a person/kid with little temptation which is more Social ProofHow to get help in a public area Liking， the friendly thief Repeating faces mean more friendliness， but not that simple， which was evident in worse racial/subgroup conflict if just mixing them in schools and groups， a silver lining shows when they are faced with common challenges or questions to solve。 Bad cop good copAuthority Dress the part， power of an authoritive figure Scarcity Scarcity and limit time or information adds value Abundance to scarcity is more attractive than long term scarcity， which explains increase conflict in politics， economies and work place。 Épilogue: getting rid of inaccurate or manipulative influence， so the innate tendance to subject to influence will help us navigate in life 。。。more

Ameg Rauna ，

Very basic with way too many examples to fill up pages。Authors like Dan Arieli are much more engaging and to the point with shorter examples and as effective as the ones pn this book。

Jim Miotke ，

First， my I give you a little flower of a tip？ Great thank you！ Here it is: when you read this book， use a highlighter and pen and make it your own。 Totally respond as if you are having a conversation with the author。 This will greatly help you retain the valuable insights。Next， read this book right away - it's a best-kept secret， and here's another bit of exclusive information: your opportunity to read this book is going away soon。 The book is scarce and my telling you it's scarce is a rare tip First， my I give you a little flower of a tip？ Great thank you！ Here it is: when you read this book， use a highlighter and pen and make it your own。 Totally respond as if you are having a conversation with the author。 This will greatly help you retain the valuable insights。Next， read this book right away - it's a best-kept secret， and here's another bit of exclusive information: your opportunity to read this book is going away soon。 The book is scarce and my telling you it's scarce is a rare tip。I'm telling you these tips because I like you。 Even though we haven't met， I know you and I have a lot in common。 Take it from me， this book will be well worth the read。In fact， the book has been banned in several countries。 Seriously， this is now a favorite。 After you read it， come back to read this again。 。。。more

Csaba ，

The major takeaway I had from this book is that in an increasingly complex world we need mental shortcuts to cope。 The author describers these mental shortcuts as "click。。。 whir。。。" responses， or otherwise none as automated responses to external stimuli。 These responses are usually correct， as so this is why we used them。 But there are certain compliance professionals， who are quite aware of our absent minded instinctual response to external stimuli and exploit it to to there benefit and our det The major takeaway I had from this book is that in an increasingly complex world we need mental shortcuts to cope。 The author describers these mental shortcuts as "click。。。 whir。。。" responses， or otherwise none as automated responses to external stimuli。 These responses are usually correct， as so this is why we used them。 But there are certain compliance professionals， who are quite aware of our absent minded instinctual response to external stimuli and exploit it to to there benefit and our detriment。 Cialdini's writing style is also quite accessible to the average reader and the the examples and studies he peepers each of the six aspects of influence we encounter in our daily lives makes the quite relatable。 Bottom line if you read and enjoyed Kahnemans Thinking Fast and Slow， you'll enjoy influence。 Both of the approach similar subjects and have some overlap in the subject matter。 。。。more

Kimberly Tilley ，

Excellent book that helps the reader become more persuasive and recognize when persuasion techniques are being used。 Often there is nothing unethical in influencing and being influenced。。。 but at times there is and understanding what is happening protects you and allows you to break the cycle。 Invaluable for entrepreneurs， salespeople， executives， and nonprofits！

Andrew ，

As mentioned in We Need to Talk: How to Have Conversations that Matter As mentioned in We Need to Talk: How to Have Conversations that Matter 。。。more

Vanessa Linden ，

A book full of very interesting studies on human behavior and external influences。 The concepts presented in the book aren't really anything new and are mostly things we already 'kind of know'， however， the studies that are presented on those topics are incredibly interesting。 I will definitely reread it a bit further down the line。 I highly recommend reading it too if you're interested in human psychology。 A book full of very interesting studies on human behavior and external influences。 The concepts presented in the book aren't really anything new and are mostly things we already 'kind of know'， however， the studies that are presented on those topics are incredibly interesting。 I will definitely reread it a bit further down the line。 I highly recommend reading it too if you're interested in human psychology。 。。。more

Hemant Kejriwal ，

Must read。 Must read。 Must read。 Again and again till u internalise all its observations。

Stephen Loat ，

I enjoyed this book a lot。 It is a really eye opening book on the nature of many marketing/sales strategies and why they work。 Whilst many references in the book are dated the fundamental human psychology has not changed and so I found myself recalling many modern instances of the tactics being used。 It is also worth pointing out that this book goes deeper than just marketing。 The physcology principles and study data cited are extrapolated to reveal insights on a vast array of topics from parent I enjoyed this book a lot。 It is a really eye opening book on the nature of many marketing/sales strategies and why they work。 Whilst many references in the book are dated the fundamental human psychology has not changed and so I found myself recalling many modern instances of the tactics being used。 It is also worth pointing out that this book goes deeper than just marketing。 The physcology principles and study data cited are extrapolated to reveal insights on a vast array of topics from parenting to social situations。 。。。more

Thomas ，

An excellent book that provides priceless insight into the techniques of compliance professionals and the many automatic reflex responses programmed into the human mind。 I would definitely recommend this book。

James Bailey ，

The good parts are great， but there's a lot of junk to wade through。The strong parts are generally the anecdotes， especially when Cialdini went through sales training programs。 But much of the book is dated， and it would be better to cut out all the small-N， presumably not replicable psycholohy studies entirely。Best read as "here are some tricks to look out for" rather than "this is exactly how things work"。Reading "Phishing for Phools"， which in some ways seems like an update of this， next。 The good parts are great， but there's a lot of junk to wade through。The strong parts are generally the anecdotes， especially when Cialdini went through sales training programs。 But much of the book is dated， and it would be better to cut out all the small-N， presumably not replicable psycholohy studies entirely。Best read as "here are some tricks to look out for" rather than "this is exactly how things work"。Reading "Phishing for Phools"， which in some ways seems like an update of this， next。 。。。more

Stephen ，

This book is a fantastic read。 You can't help but be influenced by it。 There's so much to unpack here。 Reading this book， I realised that there is a thin line between influence and deception （or manipulation if you like） as Cialdini outlines several dubious tactics （such as lowballing） that "compliance professionals" use to get things their way。 In the epilogue， the author sums up why it's important to retaliate against exploiters of weapons of influence as not doing so will lead to our hitherto This book is a fantastic read。 You can't help but be influenced by it。 There's so much to unpack here。 Reading this book， I realised that there is a thin line between influence and deception （or manipulation if you like） as Cialdini outlines several dubious tactics （such as lowballing） that "compliance professionals" use to get things their way。 In the epilogue， the author sums up why it's important to retaliate against exploiters of weapons of influence as not doing so will lead to our hitherto reliable shortcuts being undermined by those who don't play fairly by the rules。 Consequently， we will use these shortcuts less and will be less able to cope efficiently with the decisional burden of our increasingly complex life。 。。。more

Chloe Peh ，

The stories and examples shared were interesting， really helped to illustrate and cement the points he was trying to convey。 An essential guidebook to why people behave the way they do when it comes to influence。 We might already know some of the points like the Bystander Effect but I want to give credits to the book that it is really quite well structured and easy to follow。

Nikki Cummings ，

It includes some good case studies and interesting information， but it was just too sterile for me。

Najoua ，

Amazing book， especially for those who want to start their own business。 When I entered the field of commerce， the customer was for me a black box， and because of this ignorance I was not making any sales， until I heard about the book during my search on the Internet。 The book gave me a great idea about ​​the consumer's emotions， how he responded to a product， and how the sellers， can influence the consumer and push him towards making a purchase decision， the thing that every entrepreneur look f Amazing book， especially for those who want to start their own business。 When I entered the field of commerce， the customer was for me a black box， and because of this ignorance I was not making any sales， until I heard about the book during my search on the Internet。 The book gave me a great idea about ​​the consumer's emotions， how he responded to a product， and how the sellers， can influence the consumer and push him towards making a purchase decision， the thing that every entrepreneur look for。 The writer relied on practical experiences and conclusive scientific evidence， the result of many years of study and research， although my knowledge in the field of psychology is weak， but the writer was able to communicate his ideas in a simple way accessible for all people， regardless of their specialties and this is what motivated me strongly to buy it 。。。more

Kris ，

Influence offers interesting concepts that apply to both my professional and personal lives。 I love social psychology。 But I wish the author had partnered with a journalist or someone with a creative writing background to help with narrative。 Cialdini's writing style is very dry， so this was a super slow read for me。 But overall I liked thinking about the principles and how I can apply them to my everyday decision making。 Influence offers interesting concepts that apply to both my professional and personal lives。 I love social psychology。 But I wish the author had partnered with a journalist or someone with a creative writing background to help with narrative。 Cialdini's writing style is very dry， so this was a super slow read for me。 But overall I liked thinking about the principles and how I can apply them to my everyday decision making。 。。。more

Bhaskar Chowdhury ，

Enjoyable read。 Hit the nails quite a number of times。 Reconfirms the mistakes we made in rush and under false and created circumstances。 And importantly how to avoid those pithfalls。Eye opener for anyone，living blindly and had have false sense of security by thriving in the thin air。Recomnended。

Kelvin Prajnawi ，

When read this， we will learn the real human behaviorI like it ， it’s explainable and relatable。 The book also show us the way to solve all the problem that the book describes

Vardaan Tyagi ，

Could have very well been a 30 minute pocket read。

Mark Edon ，

Decent summary of the basics。 Learn some self defence。

Ahmed Alumran ，

Incredible book！ So so soooo goood！！ If you like psychological books and the reasons why is as humans do what we do， this book is a MUST！

Gordon ，

Theory and stories of research studies。 Popular book for digital marketers growth hackers to manipulate their users

Vivek Bhageria ，

This is a no nonsense book。 In the entire book， the author does justice to the title and talks nly about that。There are stories of experiments that are fascinating。This is a book where， if you want to highlight the important parts， you would end up highlighting the entire book。

Reference

google book https://www.google.com/search?tbm=bks&q=Influence, New and Expanded: The Psychology of Persuasion

hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=Influence, New and Expanded: The Psychology of Persuasion&field1=ocr&a=srchls&ft=ft&lmt=ft

The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,Influence, New and Expanded: The Psychology of Persuasion&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0