Psychology

Influence: The Psychology of Persuasion

Influence: The Psychology of Persuasion

  • Downloads：9738
  • Type：Epub+TxT+PDF+Mobi
  • Create Date：2021-05-02 09:51:13
  • Update Date：2025-09-06
  • Status：finish
  • Author：Robert B. Cialdini
  • ISBN：0063136899
  • Environment：PC/Android/iPhone/iPad/Kindle
  • Download

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。

Download

Reviews

Kimberly Tilley ，

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

Andrew ，

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

Vanessa Linden ，

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

Hemant Kejriwal ，

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

Stephen Loat ，

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

Thomas ，

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

James Bailey ，

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

Stephen ，

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

Chloe Peh ，

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

Nikki Cummings ，

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

Najoua ，

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

Kris ，

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

Bhaskar Chowdhury ，

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

Kelvin Prajnawi ，

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

Vardaan Tyagi ，

Could have very well been a 30 minute pocket read。

Mark Edon ，

Decent summary of the basics。 Learn some self defence。

Ahmed Alumran ，

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

Gordon ，

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

Vivek Bhageria ，

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

Daniel ，

Some great examples of the automatic behaviors we ascribe to driven by the wanting of all life to minimize effort maximize outcome

Jonathan ，

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 ，

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 ，

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 ，

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 ，

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 ，

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 ，

"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 ，

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 ，

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 ，

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

Reference

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

hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=Influence: 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: The Psychology of Persuasion&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0