Influence et Manipulation
- Downloads：6995
- Type：Epub+TxT+PDF+Mobi
- Create Date：2021-04-29 04:52:11
- Update Date：2025-09-07
- Status：finish
- Author：Robert B. Cialdini
- ISBN：2266227920
- Environment：PC/Android/iPhone/iPad/Kindle
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Summary
Pourquoi et comment sommes-nous amenés à faire des choses contre notre gré ？ Robert Cialdini livre ici le résultat d’années de recherches sur les techniques de persuasion。 Il dévoile les secrets psychologiques qui se cachent derrière notre tendance à nous laisser influencer， ainsi que tous les moyens employés par les spécialistes de la manipulation， et montre comment les battre sur leur propre terrain。 Grâce à ce livre， vous ne direz plus jamais « Oui » alors que vous pensez « Non »。
Professeur à l’université de l’Arizona， Robert CIALDINI est chercheur en psychologie sociale， spécialiste de l’étude de la persuasion et de la négociation。 Son ouvrage Influence et manipulation s’est vendu à plus de 250 000 exeplaires dans le monde。
Professeur à l’université de l’Arizona， Robert CIALDINI est chercheur en psychologie sociale， spécialiste de l’étude de la persuasion et de la négociation。 Son ouvrage Influence et manipulation s’est vendu à plus de 250 000 exeplaires dans le monde。
Reviews
Stephen
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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
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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
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It includes some good case studies and interesting information， but it was just too sterile for me。
Najoua
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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
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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
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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
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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
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Could have very well been a 30 minute pocket read。
Mark Edon
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Decent summary of the basics。 Learn some self defence。
Ahmed Alumran
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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
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Theory and stories of research studies。 Popular book for digital marketers growth hackers to manipulate their users
Vivek Bhageria
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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。
Daniel
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Some great examples of the automatic behaviors we ascribe to driven by the wanting of all life to minimize effort maximize outcome
Jonathan
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This is the best book that I've ever read on the psychology of persuasion。 A must read for everyone， especially if you want to understand sales and consumer behaviour。 This is the best book that I've ever read on the psychology of persuasion。 A must read for everyone， especially if you want to understand sales and consumer behaviour。 。。。more
BuchBehandlung
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Cialdini compresses lots of different persuasion mechanisms into 6 principles。 He got his insights not just from reading psychological literature。 He took on different sales jobs and tried to understand what his most successful new colleagues were doing。 He is not one of those ridiculous modernist "rationalists" who think that intuition is always wrong。 He stresses that it is mostly right but can be taken advantage of。 People who are into cognitive biases seem to believe that just knowing about Cialdini compresses lots of different persuasion mechanisms into 6 principles。 He got his insights not just from reading psychological literature。 He took on different sales jobs and tried to understand what his most successful new colleagues were doing。 He is not one of those ridiculous modernist "rationalists" who think that intuition is always wrong。 He stresses that it is mostly right but can be taken advantage of。 People who are into cognitive biases seem to believe that just knowing about them makes you magically more reasonable。 Cialdini recognizes that knowing his 6 principles is not enough， so he gives practical advice on how not to be a sucker。 The book is so good that it became a victim of its own success。 The content is now so widely known that people think it is all obvious。 。。。more
Ryan
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A lot of this information has found its way into popular culture to the point where many of us know about every concept and idea in this book。 Could be an interesting read for a high schooler though。
Jed Herne
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5/5。 An amazing book about human psychology that remains incredibly relevant today - even though it was originally published in 1984 （a rather ironic year， considering that an Orwellian dictator could learn a lot from this book。。。）。 The main takeaway？ Don't believe everything you think。 Harder said than done， but this book certainly helps you to assess life on clearer terms。 Highly recommended for anyone who wants to gain more clarity and mental freedom in their choices。 I listened in audiobook 5/5。 An amazing book about human psychology that remains incredibly relevant today - even though it was originally published in 1984 （a rather ironic year， considering that an Orwellian dictator could learn a lot from this book。。。）。 The main takeaway？ Don't believe everything you think。 Harder said than done， but this book certainly helps you to assess life on clearer terms。 Highly recommended for anyone who wants to gain more clarity and mental freedom in their choices。 I listened in audiobook form， but this was so profoundly enjoyable that I'm strongly considering getting a paperback version。 。。。more
Fff
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Un libro da leggere sia per chi vuole diventare venditore che per chiunque acquisti。 Molte delle tecniche descritte sono usate per persuaderci a fare qualcosa。 Veramente interessante！
Husam talib
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Written in high level English but easy to understand， he presents six principals of persuasion in high level of detail within every chapter relevant to one principal concentrating on automatic human actions in real life。 He introduces several examples and defines where it’s most powerful in a conversational way， illustrating the concept of every principal that makes the reader ask questions about the application of this principal in his field of expertise。 He defines the variances of city and su Written in high level English but easy to understand， he presents six principals of persuasion in high level of detail within every chapter relevant to one principal concentrating on automatic human actions in real life。 He introduces several examples and defines where it’s most powerful in a conversational way， illustrating the concept of every principal that makes the reader ask questions about the application of this principal in his field of expertise。 He defines the variances of city and suburban human psychology and shows how the principals interact with each other in real life。 Reading the book provides a framework for psychology self assessment based on the principals as indicators of measurement; readers in reading chapters connect the principal effect with incidence they experienced in their life。 In some areas of the book， the reader loses interest in reading because it becomes dry because of the examples related to military and secret service。Continue reading: https://husamtalib。com/influence/ 。。。more
AKer Daniel
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"How are you" - "I'm fine"Personally， the "I'm fine" response is an automatic answer to the "how are you" question for me。So in the context of this book， the "how are you" question is a trigger feature to me， while the "I'm fine" is an automotic response。This is just an example I drafted to illustrate the whole psychology of persuasion thing in this book。 Obviously， there's an overproduction of informations in our society today， there's so much to be known and alot of new encounters experienced "How are you" - "I'm fine"Personally， the "I'm fine" response is an automatic answer to the "how are you" question for me。So in the context of this book， the "how are you" question is a trigger feature to me， while the "I'm fine" is an automotic response。This is just an example I drafted to illustrate the whole psychology of persuasion thing in this book。 Obviously， there's an overproduction of informations in our society today， there's so much to be known and alot of new encounters experienced almost （if not） everyday of our lives。 Definitely our brains would rather not go through the stress of reevaluating every experience in scrutiny before initiating a response。 There are experiences that become so conversant to our brains， and our regular similar responses to these experiences， events or persons become an "automatic response" over time and these same experiences that induces these automatic responses are now referred to as the "trigger effects"。This is just a coping mechanism our brains adopt to relinquish the stress that would have been accrued if only it went over all familiar experience and detail as though it was it's first encounter。 Funny enough most of us know little about these automatic behavior patterns。 "Perhaps that is so precisely beacuse of the mechanistic， unthinking manner in which they occur"。 as expounded by the author。 But then again， this is not so good because of the potentiality of been manipulated by anyone who knows the basis of how these things work。 Most of these "trigger effects" that initiates an automatic response behavior as explained vividly by the author with intriguing examples to elucidate his points are:（i） The recipocrity rule （ii） The rejection-then-retreat technique closely related to the foot-in-the door technique。（iii） Contrast principle （iv） commitment and consistency principle （v） The principle of social proof（vi） attractive-based favoritism（vii） The scarcity principle and some other interesting ones I may have not mentioned。It should be worthy of note that this is not a book to make a person manipulative， but most importantly to detect manipulators。 A book that can also booster up your social interaction effectively。 A book that can also increase the sales rate of your genuine goods and services。Overall， these are one of the books that I would highly recommend。 。。。more
Laura Isabel Moreno
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AmazingGreat book！ A lot of things that you weren't aware of and that are mentioned in the book makes a lot of sense and you learn a lot， it just has amazing insights。 A must read AmazingGreat book！ A lot of things that you weren't aware of and that are mentioned in the book makes a lot of sense and you learn a lot， it just has amazing insights。 A must read 。。。more
Chaleese Boullanger
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Definately dangerous knowledge。 Not just great persuasion tactics for salesmen but you can also apply these tactics to other aspects of your life。 Highly recommend。
Bhuvanesh Kandasamy
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Based on Charlie Munger's recommendation in his book "The Poor Charlie's Almanack"， I was interested to read "Influence"。 Charlie had stated how incentive caused bias can have a negative impact in our society many times in his book and had recommended this book to get an understanding。 This book primarily talks about the 6 common methods （1。 Reciprocity， 2。 Commitment and Consistency， 3。 Social Proof， 4。 Friendly thief， 5。 Authority directed deference， 6。 Scarcity） by which persuasion occurs。 Al Based on Charlie Munger's recommendation in his book "The Poor Charlie's Almanack"， I was interested to read "Influence"。 Charlie had stated how incentive caused bias can have a negative impact in our society many times in his book and had recommended this book to get an understanding。 This book primarily talks about the 6 common methods （1。 Reciprocity， 2。 Commitment and Consistency， 3。 Social Proof， 4。 Friendly thief， 5。 Authority directed deference， 6。 Scarcity） by which persuasion occurs。 All the 6 methods is backed by real time practical anecdotes which will be interesting for any reader。 The knowledge in this book can be used in both good and bad ways。 After reading this book， you will get an understanding of how we can influence people and how to be mindful of persuasive techniques which exploits us。 。。。more
Omar Ortega Ríos
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This is easily one of the best books I've ever read。in this book， Robert will give us a ton of useful psychological tips to be extremely persuasive that are tested and applicable in our daily life， I would also say that are very helpful， effective and timeless。I would recommend anyone reading this to download this book for free here: books4you。org or buy it in Amazon， I do not care， but you should definitely need it， this book is for everyone despite your job， career， age， etc。This book would gi This is easily one of the best books I've ever read。in this book， Robert will give us a ton of useful psychological tips to be extremely persuasive that are tested and applicable in our daily life， I would also say that are very helpful， effective and timeless。I would recommend anyone reading this to download this book for free here: books4you。org or buy it in Amazon， I do not care， but you should definitely need it， this book is for everyone despite your job， career， age， etc。This book would give you a good advantage over other people。Do not get my wrong， you won't be able to convince everyone to do everything you want， but will have a lot more tools to persuade other people。 This won't give you superpowers or make miracles， but rather teach you some tips & tricks for you to implement and master the persuasion game。 。。。more
Donato Simeone
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Molto attuale e ricco di insegnamenti anche dopo tanti anni
Booklover Paddy
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How cult leaders convince their followers to commit mass suicide？ How NGOs compel you to give donations？ How small gestures mean a lot from a psychological perspective？ Influence gives answers to these and many other questions related to influencing people to behave the way the influencer wants to。 Highly recommended。
Scott
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A good read on the cognitive shortcuts in human decision-making and how they can be exploited in "compliance settings。" Didn't give it a higher rating because the book shows its age， and the author uses a lot of anecdotal evidence and debunked or outdated analysis of psychological experiments and cases such as the Milgram Experiment， Jonestown， and the Katherine Genovese murder case。 A good read on the cognitive shortcuts in human decision-making and how they can be exploited in "compliance settings。" Didn't give it a higher rating because the book shows its age， and the author uses a lot of anecdotal evidence and debunked or outdated analysis of psychological experiments and cases such as the Milgram Experiment， Jonestown， and the Katherine Genovese murder case。 。。。more
Hülya Tezcanolur
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This review has been hidden because it contains spoilers。 To view it， click here。 It was the best book I have ever read。 I suggested this book for understanding our behavior and acts when we make a decision。 And decision making getting important because of people who abuser them。 By the way， it is really easy to read。
Mark
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Entertaining， insightful and scary。This is a masterclass in non-fiction writing。 He weaves personal anecdotes， academic studies and famous stories together masterfully to support his thesis。Highly recommended for those wishing to use influence tactics or defend themselves against them。
H Z
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