Psychology

Influence, New and Expanded: The Psychology of Persuasion

Influence, New and Expanded: The Psychology of Persuasion

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  • Create Date：2021-05-15 10:52:00
  • Update Date：2025-09-06
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  • Author：Robert B. Cialdini
  • ISBN：0062937650
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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

Jerrome ，

This book is equivalent to a intro to psy course。 I learned a lot and found this book very interesting。 This is a book that everyone should read。

Oleksandr Stefanovskyi ，

Strongly recommend reading it for everyone。 I really mean it， everyone。It is a great， well-organized book that explains how we could be cheated and what to do to resist such situations。 More you can get from the book directly。

Nguyễn Vân ，

This review has been hidden because it contains spoilers。 To view it， click here。 Con người thường bị điều khiển bởi automatic system （Nên dựa vào quán tính， trọng lực， xung lượng thì dễ dàng hơn - judo）1。 Ngtac tương phản。 So sánh 2 người cùng tuổi， cùng mới vào （H và V TD， H nhận hết phần làm ppt， đề， để phần chấm cho mk） Đẩy lên extreme xong rồi mới nói sự thật， lúc này sự thật sẽ nhỏ xíu （cháy， yêu， pregnant， lây nhiễm， điểm D và F）2。 Ngtac đáp trảCảm thấy mắc nợ => tìm cách trả ơnBán thứ cao giá hơn， thứ ít tiền sau thành vụn vặt， k đáng là bao => mua3。 Ngtac cam kếtMình Con người thường bị điều khiển bởi automatic system （Nên dựa vào quán tính， trọng lực， xung lượng thì dễ dàng hơn - judo）1。 Ngtac tương phản。 So sánh 2 người cùng tuổi， cùng mới vào （H và V TD， H nhận hết phần làm ppt， đề， để phần chấm cho mk） Đẩy lên extreme xong rồi mới nói sự thật， lúc này sự thật sẽ nhỏ xíu （cháy， yêu， pregnant， lây nhiễm， điểm D và F）2。 Ngtac đáp trảCảm thấy mắc nợ => tìm cách trả ơnBán thứ cao giá hơn， thứ ít tiền sau thành vụn vặt， k đáng là bao => mua3。 Ngtac cam kếtMình tin cái gì đúng thì nó đúngMình tự tạo ra cho họ những lời cam kết nhỏ thì người ta sẽ tạo ra những cam kết lớn hơnkhông nên tạo nhiêu phần thưởng quá lớn vì nếu như thế người ta sẽ truy tìm extrinsic motivation， vì phần thưởng hơn là intrinsic motivationáp dụng không nên đe dọa cũng không nên nịnh nọt trẻ vì cái này nó chỉ mang tính tạm thờimình sẽ bắt đầu dụ dỗ bằng những cái nhỏ sau đó mới yêu cầu những yêu cầu lớn và loại bỏ đi kẻ yếu tố dụ dỗ ban đầu4。 hiệu ứng đám đôngNhiều người làm thì sẽ suy ra là nó đúng。Một người có càng nhiều điểm chung thì càng dễ bắt chước nhau （ví dụ như Sulli tự tử Goo Hara biết tin sau đó nền tự tử theo）=> những người có vấn đề khi nghe tin những người đang cùng cảnh ngộ với mình thì có suy nghĩ rằng cái cách của người kia làm là cách giải thoátÁp dụng: mình sẽ nếu muốn con mình biết bơi thì mình sẽ cho con xem những chương trình mà những đứa 3 tuổi cũng biết bơi đứa bằng rồi xem xe với con cũng biết bơi và không cần dùng file không cần dùng những cái gì khác 。。。more

Chris ，

Okay book， some good points but not extremely interesting overall。

Cav ，

Influence: The Psychology of Persuasion was a super-interesting book。 People are the strangest creatures; which is why studying them through the field of social psychology is one of my primary interests。 Much of our strange behaviour only makes sense when viewed through an evolutionary lens。 I put this one on my list after hearing about Cialdinini's work in Kathleen Taylor's 2004 book: Brainwashing: The Science of Thought Control。Author Robert Beno Cialdini is the Regents' Professor Emeritus of Influence: The Psychology of Persuasion was a super-interesting book。 People are the strangest creatures; which is why studying them through the field of social psychology is one of my primary interests。 Much of our strange behaviour only makes sense when viewed through an evolutionary lens。 I put this one on my list after hearing about Cialdinini's work in Kathleen Taylor's 2004 book: Brainwashing: The Science of Thought Control。Author Robert Beno Cialdini is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing， business and psychology at Stanford University， as well as at the University of California at Santa Cruz。 Robert B。 Cialdini: Cialdini opens the book with an interesting anecdote about turkey hens and their chicks， talking about how the hen's evolutionary wiring was "hacked" by the experimenters。 He writes: " Turkey mothers are good mothers—loving， watchful， and protective。 They spend much of their time tending， warming， cleaning， and huddling the young beneath them。 But there is something odd about their method。 Virtually all of this mothering is triggered by one thing: the “cheep-cheep” sound of young turkey chicks。 Other identifying features of the chicks， such as their smell， touch， or appearance， seem to play minor roles in the mothering process。 If a chick makes the “cheep-cheep” noise， its mother will care for it; if not， the mother will ignore or sometimes kill it。The extreme reliance of maternal turkeys upon this one sound was dramatically illustrated by animal behaviorist M。 W。 Fox in his description of an experiment involving a mother turkey and a stuffed polecat。 For a mother turkey， a polecat is a natural enemy whose approach is to be greeted with squawking， pecking， clawing rage。 Indeed， the experimenters found that even a stuffed model of a polecat， when drawn by a string toward a mother turkey， received an immediate and furious attack。 When， however， the same stuffed replica carried inside it a small recorder that played the “cheep-cheep” sound of baby turkeys， the mother not only accepted the oncoming polecat but gathered it underneath her。 When the machine was turned off， the polecat model again drew a vicious attack。。。"Cialdini's writing in the rest of the book was also very well done。 He writes in a clear， concise， and engaging manner that makes the book very readable。 This effective communication here ensures that the concepts covered here will be absorbed even by the layperson with no previous grounding in social psychology。 I always appreciate effective communication like this。The writing in the book couples the concepts and ideas fielded by Cialdini with "reader reports"; anecdotal case studies exemplifying points made in the previous text。 I found this format largely worked here， and found these "reader reports" complementary to the other writing。Cialdini lays out the scope of the book in its introduction， writing: 'The book is organized around these six principles， one to a chapter。 The principles— consistency， reciprocation， social proof， authority， liking， and scarcity—are each discussed in terms of their function in the society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases， donations， concessions， votes， assent， etc。"Many interesting examples of social behaviours with deep evolutionary roots are covered in Influence。 Among them are:* Organizations like the Hare Khrisnas that offer token gifts to establish the "principle of reciprocity"。* Initiation rites in fraternities and other organizations to increase social cohesion。* The murder of Kitty Genovese; the tragedy of the commons。 * The mass suicide at " The Peoples Temple" doomsday cult of Jamestown in Guyana is covered numerous times。* Laugh tracks for sitcom shows， as an example of "social proof"。* Tupperware parties that exemplify the "liking rule"。* The roles of attractiveness， similarity， and compliments in achieving social compliance。* In-group/out-group tribalism; Muzafer Sherif's boy's camp experiments are discussed。* The "good cop/bad cop" interrogation technique。* The usage of food as a tool of positive association; Pavlov's dogs。* The famous Milgram Experiment examining obedience to authority。* The high-pressure tactics employed by some salespeople to enforce the "scarcity principle。"Cialdini accompanies the writing here with a segment called "How To Say No" at the end of every chapter; where he makes recommendations to the reader to help them avoid the manipulation of these evolutionary behaviours by salesmen， confidence tricksters， and other nefarious actors。 Cialdini mentions in the book that， through the course of his research， he took to the field to gain some first-hand insight into these matters。 He writes that he attended conferences for Transcendental Meditation， spoke to car salesmen， and even （hilariously） "applied for waiter openings at several fairly expensive restaurants。。。" *************** Influence: The Psychology of Persuasion was a well researched， written， edited， and presented work。 I would recommend it to anyone interested。5 stars。 。。。more

Miranda Lynn ，

This book is wildly and blatantly hypocritical。 Here is what it is pitched as ON THE COVER: "For marketers， it is among the most important books written in the last 10 years。" Yet， when you open it up and start reading， the content itself is not actually geared to marketers。 It's written from the perspective of a confused， gullible old lady who is constantly being taken advantage of by profiteers and slippery conmen。 Each chapter follows this bizarre pattern where it's broken up into two section This book is wildly and blatantly hypocritical。 Here is what it is pitched as ON THE COVER: "For marketers， it is among the most important books written in the last 10 years。" Yet， when you open it up and start reading， the content itself is not actually geared to marketers。 It's written from the perspective of a confused， gullible old lady who is constantly being taken advantage of by profiteers and slippery conmen。 Each chapter follows this bizarre pattern where it's broken up into two sections: the first section explains a marketing tactic in detail with examples on how it has been used effectively by others。。。and then it's followed up with a section that reiterates how "treacherous" these "compliance professionals" are， and shares techniques on how to not be swayed by them。It came across as extremely contradictory。 If I had to guess， it felt like the publishing company was worried about getting sued， so they instructed the author to rewrite his how-to manual for marketers and turn it into a guidebook on how to successfully get out of a confrontation with a used car salesman without being taken advantage of。 That way， he can tell you all of the useful information on how to screw people over， under the guise of trying to help said screwed-over people。 This resulted in the whole book turning into a giant guilt trip。 It's written specifically for marketers， but the whole time you're reading it， you're constantly getting reminded of the fact that actually USING these tactics is sneaky and exploitative。 So what I come away with is some useful information that I am being told not to ACTUALLY use。Since the author is very careful not to ever officially instruct someone on how to use these tactics， I actually found it really hard to glean useful information and specific advice from this book。 Instead， the book is filled with examples that are （basically） step-by-step directions on how to take advantage of people， thinly veiled as cautionary tales。So I learned about all the different ways people like Jim Jones （of Jonestown "fame"） have used psychological manipulation to achieve personal gain。。。but it was hard to take those examples and figure out how to apply the underlying techniques to my OWN business and marketing campaigns。 Especially because Cialdini primarily focuses on examples such as cults， door-to-door salesmen， and Tupperware parties that don't accurately reflect modern （especially digital） businesses。And the overwhelming amount of these examples was simply too much。 For each tactic， he'd list one example， then another。。。。and then 5 more。 It was overkill。 I get it。 I ended up skimming a large portion of each chapter， as only some examples were actually interesting to read。 It seemed like the other examples were only thrown in there to bulk up the page count。 Beyond that， I didn't even find the book that helpful。 This part is definitely not the author's fault， but this book has become so popular since it was originally written， that these strategies are now wildly known and understood。 They are exactly what programs such as Proof and DeadlineFunnel were created to accomplish。 So many people have read and regurgitated this knowledge， that I ended up coming away with very few new takeaways。 As someone who's been working in digital marketing since 2015， even though I hadn't read this book before， I felt like I knew everything in it。 If it weren't for my other qualms， I might recommend it to someone who is just getting started in marketing and doesn't have even a shred of information about buyer psychology。 But I don't。 Save your time and read something else。 。。。more

Anna ，

This review has been hidden because it contains spoilers。 To view it， click here。 Thought it was alright， but realizing I'm gradually getting clearer insights in life。 Probably a good read in this sense。 Thought it was alright， but realizing I'm gradually getting clearer insights in life。 Probably a good read in this sense。 。。。more

Karthikeyan S ，

After making any purchase / deciding a choice， have you ever wondered what influenced you to it？ Often， after a few days of buying a product （or） choosing a decision， we might even find that we really are not that inclined to that product/choice！ So， what made us go for it？Well， this book answers those questions pretty well ！What is this book about？As the title of this book reads， it talks about the psychology of how people persuade / get persuaded to make a choice。 The author terms the strategi After making any purchase / deciding a choice， have you ever wondered what influenced you to it？ Often， after a few days of buying a product （or） choosing a decision， we might even find that we really are not that inclined to that product/choice！ So， what made us go for it？Well， this book answers those questions pretty well ！What is this book about？As the title of this book reads， it talks about the psychology of how people persuade / get persuaded to make a choice。 The author terms the strategies used in this process as weapons of influence。 Six weapons of influence are discussed in detail， which are Reciprocity， Commitment and Consistency， Social Proof， Liking， Authority and Scarcity。 Each of the above weapons are explained in great detail， including real life examples and case studies。 The author has also alerted us about how to find if someone is using any of these weapons against us and how can we decline the offer made with such weapons of influence。How’s the content？The book is content rich and highly insightful！ The readers will be amazed to find how we have fallen easily for traps set by sales executives and advertisements of big brands。 The author has explained about how the consumers are tricked to buy many products without actually having a need to buy them initially。 The persuasion strategies are not limited to product sales， but also applicable for several aspects of our life including relationship commitments， school or work environment， etc。，How is the reading experience？Reading about human mind and its behaviour is always interesting。 Every psychology book gives us diverse perspectives of how our mind works。 In this book also， we get to know some very interesting aspects of our behaviour to certain triggers。 The readers can connect very well with few of the case studies described。 It can be ascertained that most readers would have experienced at least one of the persuasion strategies used with them。While some these case studies are interesting， there are few other case studies that may not connect well with all readers。 Too much time is spent in few examples which gets the readers a bit restless occasionally。 These small hiccups in between bring down the engagement levels slightly down。 Otherwise， the book keeps the readers hooked to it for most of the parts！ 。。。more

Stefano ，

1> Reciprocity: Always give first。 People who receive something from you， are more likely to say ‘yes’ to your requests2> Liking: Before trying to influence someone， identify your similarities and bring them to the surface3> Social Proof: When people are uncertain， they look to their peers for answers4 > Authority: People trust what experts say about a matter5 > Scarcity: People want more of the things they can have less of6 > Consistency: People want to be consistent with what they’ve already s 1> Reciprocity: Always give first。 People who receive something from you， are more likely to say ‘yes’ to your requests2> Liking: Before trying to influence someone， identify your similarities and bring them to the surface3> Social Proof: When people are uncertain， they look to their peers for answers4 > Authority: People trust what experts say about a matter5 > Scarcity: People want more of the things they can have less of6 > Consistency: People want to be consistent with what they’ve already said or done in front of you。 If you can get them to take a small step in your direction， they will want to be consistent with that in the future7 > Unity （Shared Identity – Togetherness）: The idea that people share some identity with you can be extremely powerful 。。。more

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

Linz ，

This book taught me about the different weapons of influence many of which I've fallen for。 Robert Cialdini supports all of them with studies。 Some of them were a bit too hard to believe。 Being aware of these weapons of influence helps me to face compliance professionals who use them for the wrong reasons。 This book taught me about the different weapons of influence many of which I've fallen for。 Robert Cialdini supports all of them with studies。 Some of them were a bit too hard to believe。 Being aware of these weapons of influence helps me to face compliance professionals who use them for the wrong reasons。 。。。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。

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