Influence: The Psychology of Persuasion
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- Create Date：2021-03-24 09:12:57
- Update Date：2025-09-06
- Status：finish
- Author：Robert B. Cialdini
- ISBN：006124189X
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Summary
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。
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。
Reviews
Gizem
，
3。5。 I don't know why I expected groundbreaking knowledge， but I was kind of disappointed。。 a lot of common sense and some of the mentioned studies I already knew。。 It got a bit too long at the end as well。 3。5。 I don't know why I expected groundbreaking knowledge， but I was kind of disappointed。。 a lot of common sense and some of the mentioned studies I already knew。。 It got a bit too long at the end as well。 。。。more
Ricky
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My second time reading this book， because I felt like I must have missed something the first time - it came highly recommended， but just seemed too gimmicky to me。 My overall opinion remains unchanged， but I enjoyed it more time around because my expectations weren't so。。。 academic。 The title really should be "Some Sales and Marketing Tricks and how to Spot Them。" Then you know what you're in for。 It's a book of anecdotes， with some light paraphrasing from behavioral psychology。 The version I pi My second time reading this book， because I felt like I must have missed something the first time - it came highly recommended， but just seemed too gimmicky to me。 My overall opinion remains unchanged， but I enjoyed it more time around because my expectations weren't so。。。 academic。 The title really should be "Some Sales and Marketing Tricks and how to Spot Them。" Then you know what you're in for。 It's a book of anecdotes， with some light paraphrasing from behavioral psychology。 The version I picked up this time around （subtitled Science and Practice） had extra "customer testimonials" which were particularly useless， so I would find a different one。 The most redeeming quality of the book/series is that the author actually went through sales training classes in several different industries and learned their tricks。 As in Buzzfeed interesting， not modern psych interesting。 If you are OK with that then I would recommend the book， because it is both entertaining and useful to learn sleazy sales tactics！ 。。。more
Ishan
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I am glad I picked up this book。 Robert Cialdini did immense research before writing this phenomenal work。 The arguments he made and the experiments that were done were truly amazing。 I feel I gathered several new insights and knowledge after being read this book。 The way he writes is another factor that must be appreciated by anyone who would read Influence because Cialdini's writing is indeed very interesting and would want anyone to learn more about psychology even more。 Definitely recommende I am glad I picked up this book。 Robert Cialdini did immense research before writing this phenomenal work。 The arguments he made and the experiments that were done were truly amazing。 I feel I gathered several new insights and knowledge after being read this book。 The way he writes is another factor that must be appreciated by anyone who would read Influence because Cialdini's writing is indeed very interesting and would want anyone to learn more about psychology even more。 Definitely recommended！ 。。。more
Alexander Krastev
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Знам， че е една от най-цитираните бизнес книги в историята。 Знам， че в ерата на социалните медии влиянието е всичко， но。。。 все пак беше под очакванията ми за наистина брилянтно четиво
Emily
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This was required reading for one of my MBA courses。 I enjoyed reading it the second time but a cliff notes version would have sufficed。 It is good to be reminded of the principles of influence to be aware of how you can use them and when they are being used on you。
Isabella Vidal
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This book makes you gain a ton of perspective into how we're manipulated on a day to day basis。 If you're paranoid/sceptic by nature， this will make you even more， as you'll see through people's （and advertisement's） intentions and you'll always be on the lookout for these attempts of persuasions。 Your daily life will be filled with "Aha！ Gotcha！" moments， and I find it amazing。 Cialdini delivers his knowledge with admirable wit， making you speed through the book and devour his insight at a spee This book makes you gain a ton of perspective into how we're manipulated on a day to day basis。 If you're paranoid/sceptic by nature， this will make you even more， as you'll see through people's （and advertisement's） intentions and you'll always be on the lookout for these attempts of persuasions。 Your daily life will be filled with "Aha！ Gotcha！" moments， and I find it amazing。 Cialdini delivers his knowledge with admirable wit， making you speed through the book and devour his insight at a speed unseen with other psychology books。 It's a great read。 。。。more
Preston Russell
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Really interesting read。 The art of persuasion （notably that of conditioned responses） has always piqued my interest。 I definitely recommend this one！
Leo Africanus
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An entertaining wander through the psychology of decision making that shines a glaring， bright light on how vulnerable we are as a species to be manipulated。 Thankfully provides solutions and antidotes to an otherwise dire predicament！ The "apply 2 drops to R Ear" anecdote has certainly changed my prescribing practice forever。。。 An entertaining wander through the psychology of decision making that shines a glaring， bright light on how vulnerable we are as a species to be manipulated。 Thankfully provides solutions and antidotes to an otherwise dire predicament！ The "apply 2 drops to R Ear" anecdote has certainly changed my prescribing practice forever。。。 。。。more
Peter Macdonald
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Good messages but needs a complete update。 Examples are dated and could do with a refresh。
Jamison Johnson
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A must read to understand our world and why！
Mohammad Malek Al Jamal
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Informative and applicable， backed by evidence and research it gives the reader the chance to think again。
Yash Padte
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A Great book on Psychology but more particularly on the subject of persuasion。 The book nicely delves into various forms of persuasion that occur in our daily life as well as other important situations which may or may not occur。 It even states how in many ways we are exploited and are forced to comply by being persuaded by some compliance practitioners and so on。The book even teaches you how to avoid being persuaded in various situations and how to analyze the situation in a rational manner and A Great book on Psychology but more particularly on the subject of persuasion。 The book nicely delves into various forms of persuasion that occur in our daily life as well as other important situations which may or may not occur。 It even states how in many ways we are exploited and are forced to comply by being persuaded by some compliance practitioners and so on。The book even teaches you how to avoid being persuaded in various situations and how to analyze the situation in a rational manner and then take the required steps and decisions needed。Overall a great book with great examples and easy to read language。 Highly Recommended。 。。。more
Jun Sung Lee
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Getting through the middle was a tad drudgerous， but well worth it。 Still pertinent and fresh despite its publication nearly 40 years ago。 Similar， but more accessible than Daniel Kahneman's Thinking， Fast and Slow。 Getting through the middle was a tad drudgerous， but well worth it。 Still pertinent and fresh despite its publication nearly 40 years ago。 Similar， but more accessible than Daniel Kahneman's Thinking， Fast and Slow。 。。。more
Evan
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I had been meaning to read this classic for awhile and I'm glad I finally finished it。 This is the unofficial "textbook" for understanding some of the most frequently cited psychological principles。 The book addresses a number of human psychological responses， which the author refers to as the "click-whirr" effect。 In other words， people are "pre-programmed" to respond certain ways in certain situations。The book really clarifies and explains certain common psychological premises like "loss avers I had been meaning to read this classic for awhile and I'm glad I finally finished it。 This is the unofficial "textbook" for understanding some of the most frequently cited psychological principles。 The book addresses a number of human psychological responses， which the author refers to as the "click-whirr" effect。 In other words， people are "pre-programmed" to respond certain ways in certain situations。The book really clarifies and explains certain common psychological premises like "loss aversion，" "scarcity，" "social proof，" "consistency，" "authority" and others。 These ideas are beneficial to people in a wide range of fields， including everything from sales to relationships。 It also teachers how to "defend" yourself in "compliance" situations against these psychological principles， such as when someone is trying to sell you something and uses one or more of these techniques。 Overall， this book provides an easy-to-understand explanation of the most fundamental psychological concepts and is an essential read for those interested in psychology， self-improvement， or business and sales。 。。。more
Saad Zahid
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One of the best books about psychology and persuasion and daily hacks we often encounter by spoilers。 Worth reading again and again， you will enjoy every time you read it
Markus Staud
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Even though the first edition of this book has already been published in 1984， most of the concepts elaborated are still valid and perhaps even amplified in a world where everyone is connected to a vast digital market fighting for our attention and influence on each of us 24/7。Mr Cialdini's book is well structured and doesn't fail to get its point across， each chapter is about one method of how people influence one another， how that influence is grounded in our psychology， how it might be exploi Even though the first edition of this book has already been published in 1984， most of the concepts elaborated are still valid and perhaps even amplified in a world where everyone is connected to a vast digital market fighting for our attention and influence on each of us 24/7。Mr Cialdini's book is well structured and doesn't fail to get its point across， each chapter is about one method of how people influence one another， how that influence is grounded in our psychology， how it might be exploited to manipulate us and how we defend ourselves against such explotation。While the examples are mostly from the "analog" world they can easily be extrapolated into digital realms， but it might have been a nice update for a new edition of the book to do that exercise rather than leaving this up to the reader。All in all a worthy read， especially if you want to don't want to learn the lessons conveyed the hard way， as most of us did （and some still do， or， worse， are not even realizing）。 。。。more
Dominykas Semeklis
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Great read。 No wonder it's considered a classic。 Great read。 No wonder it's considered a classic。 。。。more
Jo
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Absolutely amazing book for anyone that is interested in psychology。 Cialdini's flow was immaculate in how he transitioned from each weapon of influence to the next。 He went into great depth in explaining his and other people's theories。 I love the epilogue and the message at the end to actively boycott those taking advantage of our natural automatic responses。 Absolutely amazing book for anyone that is interested in psychology。 Cialdini's flow was immaculate in how he transitioned from each weapon of influence to the next。 He went into great depth in explaining his and other people's theories。 I love the epilogue and the message at the end to actively boycott those taking advantage of our natural automatic responses。 。。。more
César Esteves
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O livro é informativo com a citação de vários estudos de psicologia referentes a este tema。 O livro tem uma dupla abordagem:1） serve de alerta para os consumidores estarem mais atentos;2） os vendedores e o marketing também podem tirar dicas。Como tal， é um livro que recomendo a toda gente
Oskari Mikkola
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What can I say， it's a must-read。 Understanding the concepts of how influence works and using it for your benefit might deem to be one of the most impactful things to learn early in your life。 What can I say， it's a must-read。 Understanding the concepts of how influence works and using it for your benefit might deem to be one of the most impactful things to learn early in your life。 。。。more
Pranjal Pande
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Excellent book for a complete overview of marketing behaviours
Juliana
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Recommend。 I like that the concepts are straightforward and grounded in a wide variety of case studies。 The book sparks thought and conversation。
Ruyi Chiang
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Fascinating。 Cialdini shared six weapons of influence with psychological research evidence and application in daily life。 It's important for us to recognize how our decisions might be influenced subconsciously and we should all be mindful of "compliance agents" that benefit from our compliance。This is an eye-opening book。 I would definitely reread it to remind myself that these six influence factors exist:1。Reciprocation2。Commitment3。Social proof4。Liking5。Authority6。Scarcity Fascinating。 Cialdini shared six weapons of influence with psychological research evidence and application in daily life。 It's important for us to recognize how our decisions might be influenced subconsciously and we should all be mindful of "compliance agents" that benefit from our compliance。This is an eye-opening book。 I would definitely reread it to remind myself that these six influence factors exist:1。Reciprocation2。Commitment3。Social proof4。Liking5。Authority6。Scarcity 。。。more
Cristina Mazilu
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This was a tremendous book。 I have listened to it as an audiobook but it still surprised me at times with facts and figures that I have never really thought about。 I am sold on it and will most definitely get a hard copy so I could go back and underline the most important ideas in it。 A few things that I found to be interesting was how we perceive shopping （if something is affordable is not that tempting to buy， but once something is doubled in price and marked down to the original price， it imm This was a tremendous book。 I have listened to it as an audiobook but it still surprised me at times with facts and figures that I have never really thought about。 I am sold on it and will most definitely get a hard copy so I could go back and underline the most important ideas in it。 A few things that I found to be interesting was how we perceive shopping （if something is affordable is not that tempting to buy， but once something is doubled in price and marked down to the original price， it immediately becomes impossible to resist）， how we perceive the act of owing someone something （if someone does smth good to us or for us， we feel like we owe him/her and in return want to do something for him/her）， the truth behind the observer syndrome during critical moments （if there is a crime happening， why are all people staring and no one does anything？ the answer is in the book）， how people tend to believe whatever a professional will say even though it makes no sense， and so much more。 This book is a true gem and should be taken as one。 Recommend 100% 。。。more
Pau
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Por fin disponible en castellano， Influencia es el libro de referencia en cuanto a la persuasión。 Publicado en 1984， es una obra extensa pero tremendamente amena que marcó un estilo de redacción en los siguientes libros de psicología social。 Con él entenderás los 6 mecanismos inconscientes de toma de decisiones que rigen el comportamiento de las personas y aprenderás cómo usarlos a tu favor para evitar que te puedan manipular。Te lo recomiendo si: quieres entender cómo y por qué la gente toma las Por fin disponible en castellano， Influencia es el libro de referencia en cuanto a la persuasión。 Publicado en 1984， es una obra extensa pero tremendamente amena que marcó un estilo de redacción en los siguientes libros de psicología social。 Con él entenderás los 6 mecanismos inconscientes de toma de decisiones que rigen el comportamiento de las personas y aprenderás cómo usarlos a tu favor para evitar que te puedan manipular。Te lo recomiendo si: quieres entender cómo y por qué la gente toma las decisiones que toma， y cómo puedes ser tú más convincente con tus argumentos。 Ideal para comerciales， profesionales del marketing o gente que quiera ser más persuasiva。 Valoración 10/10。 。。。more
Vikram Goyal
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This is a fantastic book！ The author goes into deep detail to describe the six universal principles of persuasion。 He has used a lot of examples to prove the point。 I could easily relate to each of the principles with examples from my personal and professional life。Here are my key takeaways from this book:https://vikramgoyal2012。medium。com/ta。。。 This is a fantastic book！ The author goes into deep detail to describe the six universal principles of persuasion。 He has used a lot of examples to prove the point。 I could easily relate to each of the principles with examples from my personal and professional life。Here are my key takeaways from this book:https://vikramgoyal2012。medium。com/ta。。。 。。。more
Mahaveer
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Its a good books with excellent examples of studies on how we as humans fall in the trap of making quick decisions without considering everything around us！
Debbie
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Wonderfully insightful to help understand how our brains take in and respond to information and the constant bombardment we experience daily。 A little drawn out in the beginning but worth getting through。
Andy
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As a marketing student， I always see this book as the number 1 Marketing book， I've even seen it titled 'The Marketers Bible' and now I've finished it I can see why。 After reading this book and seeing how we are influenced both in social situations and as consumers， I don't think i'll be able to see retailers the same way again。The examples were easy to follow， some more than others， and the book is structured very easily and worded simply。 I also liked how Cialdini shows us examples on how peop As a marketing student， I always see this book as the number 1 Marketing book， I've even seen it titled 'The Marketers Bible' and now I've finished it I can see why。 After reading this book and seeing how we are influenced both in social situations and as consumers， I don't think i'll be able to see retailers the same way again。The examples were easy to follow， some more than others， and the book is structured very easily and worded simply。 I also liked how Cialdini shows us examples on how people have been 'tricked' by the methods in this book。 。。。more
Sean
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