As armas da persuasão
- Downloads：5029
- Type：Epub+TxT+PDF+Mobi
- Create Date：2021-04-08 01:51:57
- Update Date：2025-09-07
- Status：finish
- Author：Robert B. Cialdini
- ISBN：8575428098
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Summary
Este excelente livro explica em linguagem clara e pratica como somos persuadidos。 Ele oferece informacoes essenciais nao so para aqueles que vendem， mas tambem para aqueles que nao querem comprar。 Roger Fischer， diretor do Projeto de Negociacao de Harvard e coautor de Como chegar ao sim。
Depois de passar anos caindo na labia de vendedores， arrecadadores de doacoes e operadores de telemarketing， o psicologo Robert B。 Cialdini resolveu se dedicar ao estudo da persuasao。 Ele queria entender quais sao os fatores que levam uma pessoa a dizer sim a um pedido e que tecnicas exploram melhor esses fatores。
Reunindo dados das mais recentes pesquisas cientificas sobre o assunto， historias de gente comum e a experiencia adquirida ao se infiltrar em organizacoes que treinam os chamados profissionais da persuasao， Cialdini criou uma obra acessivel， informativa e indispensavel a todos aqueles que querem saber como influenciar pessoas e， ao mesmo tempo， se defender dos manipuladores。
Depois de passar anos caindo na labia de vendedores， arrecadadores de doacoes e operadores de telemarketing， o psicologo Robert B。 Cialdini resolveu se dedicar ao estudo da persuasao。 Ele queria entender quais sao os fatores que levam uma pessoa a dizer sim a um pedido e que tecnicas exploram melhor esses fatores。
Reunindo dados das mais recentes pesquisas cientificas sobre o assunto， historias de gente comum e a experiencia adquirida ao se infiltrar em organizacoes que treinam os chamados profissionais da persuasao， Cialdini criou uma obra acessivel， informativa e indispensavel a todos aqueles que querem saber como influenciar pessoas e， ao mesmo tempo， se defender dos manipuladores。
Reviews
Rebekah
，
You probably already know all the ways in which humans are "influenced" or manipulated if you stop to think about it but in the day and age of data when everyone has your information， it's important to remember these tricks。 Also， really old book so the examples are ancient but still applicable。 You probably already know all the ways in which humans are "influenced" or manipulated if you stop to think about it but in the day and age of data when everyone has your information， it's important to remember these tricks。 Also， really old book so the examples are ancient but still applicable。 。。。more
Michelle
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Worth a skim for fundamentals of understanding influence but very repetitive and overly simplistic anecdotes to support - at times outdated
Muhtasin Ayan
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How easily people can make a fool out of us！
Maxz
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Great explanations of very simple but powerful psychology。
Niall Lennon
，
You HAVE to read this book。I don’t care if your halfway though another spurious novel about your own spiritual enlightenment。DROP IT。This book will。 Change。 Your。 LifeREAD IT。Tell your granny。 Tell your friend。 Tell your friends granny who’s also friends with your granny （if your granny hasn’t told her friend who’s also your friends granny）。Caaaant stop selllling this boooook。。。。 heeeeeeelp
Mohamed Mahmoud
，
Eye opening insight about why and how we react to external influence without realizing it。A must read to understand compliance in human beings
Henrique
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Great discussion on human behaviour knowledge。 This book is a very contemporary classic， with recent best sellers building on Cialdini's conclusions （E。g。 Thinking fast and slow， Misbehaving）。 The bood presents very clearly the unconscious reactions our minds have to simple every day triggers and how these processes can be misused by "compliancy professionals"。 The author defines compliancy professionals as any person who needs to convince another for profit， that is: sales people， marketers， po Great discussion on human behaviour knowledge。 This book is a very contemporary classic， with recent best sellers building on Cialdini's conclusions （E。g。 Thinking fast and slow， Misbehaving）。 The bood presents very clearly the unconscious reactions our minds have to simple every day triggers and how these processes can be misused by "compliancy professionals"。 The author defines compliancy professionals as any person who needs to convince another for profit， that is: sales people， marketers， politicians， con artists and pretty much everyone else。 He proposes that the unconscious behaviour serves an evolutionary purpose and helped humans thrive by enforcing trust in a community。 However， he expresses his discontent with whoever tweaks them for personal gain harming this trust network we rely on。 He clearly is not against profit， he is against the the exploitation of trust。 。。。more
David
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Saggio
Christopher
，
Lots of new insights for me
Valeria
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Appena finito il libro ho riletto i punti principali di ogni capitolo per ricordarmi di cosa parlasse。 E quando questo succede è per due motivi: 1） non stavo realmente leggendo ma stavo pensando a qualche cosa imbarazzante che ho fatto o detto durante la giornata o nei precedenti 5 anni; 2） non mi ha colpita quello che c'era scritto perché era scontato。 Gli esempi che Cialdini fa per spiegare le sue armi della persuasione sono molto interessanti e l'autore scrive in modo scorrevole e discorsivo。 Appena finito il libro ho riletto i punti principali di ogni capitolo per ricordarmi di cosa parlasse。 E quando questo succede è per due motivi: 1） non stavo realmente leggendo ma stavo pensando a qualche cosa imbarazzante che ho fatto o detto durante la giornata o nei precedenti 5 anni; 2） non mi ha colpita quello che c'era scritto perché era scontato。 Gli esempi che Cialdini fa per spiegare le sue armi della persuasione sono molto interessanti e l'autore scrive in modo scorrevole e discorsivo。 Però guardando ai concetti base a cui dedica ciascun capitolo， per me non viene detto molto di nuovo。。。 sarà che sono cresciuta in un ambiente ostile con genitori a tratti caga*azzi a tratti bombe d'ansia， per cui mi ritengo formata in materia e indossare il didietro al posto della faccia mi ha salvato la pelle diverse volte。。。 sarà che me ne avevano parlato in modo super positivo e le armi della persuasione hanno vinto su di me。 。。。more
Toni
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Psychology of why people say Yes
Attila Bujdosó
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Each chapter has a decent summary。 If you want to get a quick overview of the book， go and read only those。
Rob
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I mean it was fine。 A bunch of nifty tricks。 Author could've gone a level deeper （ie， it's not enculturation but hard-coded into us， which I think would be a more interesting perspective）。 I mean it was fine。 A bunch of nifty tricks。 Author could've gone a level deeper （ie， it's not enculturation but hard-coded into us， which I think would be a more interesting perspective）。 。。。more
Max
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3。5 rating， there are only few new knowledge I gained from reading but it certainly did elaborate each influence factors greatly。 Such elaborations would be better if there are modern examples added。
Alvaro de Menard
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Let's get the negatives out of the way first: it's repetitive， way too long， and relies on dubious social science studies。 All the questionable psych 101 stuff is here: Kitty Genovese， Milgram， Robbers Cave。 Cialdini is not a critical reader of these studies， so when he cites them （and he cites them a lot）， there's no way to know if it's real or complete nonsense without looking up the study yourself （and even then you might get it wrong）。On the other hand， the broad strokes are compelling and m Let's get the negatives out of the way first: it's repetitive， way too long， and relies on dubious social science studies。 All the questionable psych 101 stuff is here: Kitty Genovese， Milgram， Robbers Cave。 Cialdini is not a critical reader of these studies， so when he cites them （and he cites them a lot）， there's no way to know if it's real or complete nonsense without looking up the study yourself （and even then you might get it wrong）。On the other hand， the broad strokes are compelling and mostly convincing。 Even if many of the studies are false， a bit of introspection should make it obvious that the mechanisms of influence that Cialdini discusses are real。 After all， that's why they're used so much in marketing。 But even if we recognize the tactics， I'm not sure if his "defenses" actually work。 Perhaps this is just a dark arts manual。 。。。more
Shamma
，
I personally I'm going to take these 7 rules to heart。 As an introvert， I have always struggled with influencing people。 Having a clearly written book with techniques that are scientifically proven， I feel like I stumbled upon a new arsenal of tools。My only qualm with this book is regarding the epilogue。 The author advocates for countering the psychological persuasion tools， but it is not clear to me these tools are always used for bad ends， neither is it clear to me that it is possible to scale I personally I'm going to take these 7 rules to heart。 As an introvert， I have always struggled with influencing people。 Having a clearly written book with techniques that are scientifically proven， I feel like I stumbled upon a new arsenal of tools。My only qualm with this book is regarding the epilogue。 The author advocates for countering the psychological persuasion tools， but it is not clear to me these tools are always used for bad ends， neither is it clear to me that it is possible to scale such counter measures。 I would love to see further investigations about the latter though in other work。I highly recommend the book， specially for introverts like myself！M。 。。。more
Vrushali
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Book with great insights。 The concepts are literally timeless！
Victor Volpe
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This is a “must read” book for all marketers。 Point blank phenomenal。 I haven’t read something this good in a long time。Although the weapons of influencer are rather obvious， the way they’re presented and the solid evidence to back them up is incredible。 It gives you a very complete understanding on why such compliance tactics work so well and the path to either exploit or react to them。 For those directly involved in brand management this text will for sure bring a lot of new ideas to test。The This is a “must read” book for all marketers。 Point blank phenomenal。 I haven’t read something this good in a long time。Although the weapons of influencer are rather obvious， the way they’re presented and the solid evidence to back them up is incredible。 It gives you a very complete understanding on why such compliance tactics work so well and the path to either exploit or react to them。 For those directly involved in brand management this text will for sure bring a lot of new ideas to test。The whole book is very well written， but the chapters on Social Proof and Scarcity deserve some extra praise。 Examples on a wide array of areas， explained to the details and clear。 A clear 5/5 and very well recommended。 You’ll be surprised by the breadth of examples and how difficult concepts turn into easy to remember shortcuts。 。。。more
André Henriques
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This is a great reference on our own psychological workings。 Why we do what we do when faced to certain cues？ How to protect ourselves from certain automatic behaviors？Although written almost 30 years ago， the principles of this book - weapons of influence - are still very applicable to our times， and I dare to say， even more important due to incessant “influence” of certain “compliance mischiefs” like social media。
Ivan Chagas
，
Segunda vez que leio esse livro （A primeira foi em 2015）， e o ponto mais interessante foi rever como essas técnicas são aplicadas na vida real。 Quando o livro estourou， todo mundo falava nele e suas descobertas。 Agora que essas técnicas estão mais populares， a minha leitura foi muito mais em adaptar essas técnicas e melhorar minhas "defesas" （como o autor chama， eu nem lembrava que tinha essa parte） do que aprimorar minhas técnicas de persuasão。 Como o próprio livro fala， no final， esses caminho Segunda vez que leio esse livro （A primeira foi em 2015）， e o ponto mais interessante foi rever como essas técnicas são aplicadas na vida real。 Quando o livro estourou， todo mundo falava nele e suas descobertas。 Agora que essas técnicas estão mais populares， a minha leitura foi muito mais em adaptar essas técnicas e melhorar minhas "defesas" （como o autor chama， eu nem lembrava que tinha essa parte） do que aprimorar minhas técnicas de persuasão。 Como o próprio livro fala， no final， esses caminhos automáticos que todos nós temos servem para situações de poucas opções ou que exigem tomada rápida， o que acaba nos economizando tempo。 O perigo está quando empresas e pessoas forjam essas situações para nos enganar， tentando fazer com que a gente compre coisas， mais em benefício da empresa do que do indivíduo。 Isso， quem faz são empresas má intencionadas。 。。。more
OTHMAN A ALABDULMHSN
，
You should meet exploiters with exploitation。 This is the most important lesson I’ve learned from Professor Robert Cialdini。 Also， being in the state of scarcity makes us vulnerable to deception。 I’ll not believe any salesman who says this is a limited offer， I’ll only buy what is in abundance。 Finally， I read the book hoping to learn strategies to manipulate to get money， but I found the book is teaching me how to protect myself from manipulation。 All is well。
Marcelo Gamboa
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Loved the book。It has a lot of facts
Sovady Bora
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*listened*On one hand， it’s like stating the obvious， but on the other， it’s quite practical。
Hristo Parchev
，
Overall， it was difficult for me to finish the entire book， it took me few times longer to finalize it compared to other books with similar volume and content。 Despite having some great insights， intriguing ideas and stories， at the end of the day I found it filled with too much of anecdotes and long stories that go back and forth throughout the whole book。 I’d love to see a short manual-like journal that clarifies the whole thing in a condensed and orderly way。
CARLOS LEMUS
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I enjoyed and found it very informative。
Jq Whitcomb
，
Dated， but the information is solid。 That said， I think there are some areas where there is new research done since this was written in the 1980s， so perhaps there are other books out there that incorporate such research。
JohnJacob
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Really good in depth insight into the power of suggestion。 Backed up with hard data as well
Gizem
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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
，
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
，
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
Reference
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hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=As armas da persuasão&field1=ocr&a=srchls&ft=ft&lmt=ft
The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,As armas da persuasão&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0