| Title | Influence: Science and Practice |
| Author | Robert Cialdini |
| Type | Self-help book, Encyclopedia |
| Year of Publication | 1984 |
| Language | English |
| File Format | |
| Number of Pages | 278 |
| Rating | Click to rate this post! [Total: 1 Average: 5] |
Influence: Science and Practice Book By Robert Cialdini Influence, the classic book on persuasion, explains the psychology of why people say “yes,” and how to apply these understandings. Dr. Robert Cialdini is a 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 study program on what moves people to change behavior, have resulted in this highly acclaimed book.
You will learn the six universal principles, how to use them to become an expert persuader, and how to defend yourself against them. Perfect for people from all walks of life, the principles of Influence will lead to profound personal change and act as a driving force for your success.
Table of Contents
Influence: Science and Practice Summary
In this acclaimed New York Times sales success, Dr. Robert B. Cialdini, a seminal expert in the field of influence and persuasion, explains the psychology of why people say yes and how to apply these principles ethically in business and in everyday situations.
You will learn the six universal principles of influence and how to use them to become an expert persuader, and, more importantly, how to defend yourself from dishonest influence attempts:
Reciprocation: the internal attraction to return what another person has provided us.
Commitment and coherence: Once we make a decision or take a firm stance, we work to behave in a manner consistent with that commitment in order to justify our decisions.
Social proof: when we are not sure, we look for similar ones to provide us with the correct actions that we must take. And the more, people who undertake that action, the more we consider that this action is correct.
Liking: the propensity to agree with the people we like and, just as important, the propensity for others to agree with us if we like them.
Authority: we are more likely to say “yes” to other people who are authorities, and who have more knowledge, experience, or expertise.
Scarcity: We want more than is less available or decreases in availability.
Understanding and applying ethically the six principles is free and deceptively easy. Backed by the 35 years of scientific research reviewed by Dr. Cialdini’s experts, as well as by a three-year field study on what moves people to change behavior, Influence is a comprehensive guide to using these principles effectively. to amplify their ability to change the behavior of others.
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Influence: Science and Practice Review
Influence, the classic book on persuasion, explains the psychology of why people say “yes,” and how to apply these understandings. Dr. Robert Cialdini is a 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 study program on what moves people to change behavior, have resulted in this highly acclaimed book.
You will learn the six universal principles, how to use them to become an expert persuaded, and how to defend yourself against them. Perfect for people from all walks of life, the principles of Influence will lead to profound personal change and act as a driving force for your success.
About The Author
Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.
In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.
Dr. Cialdini received his Ph.D. from the University of North Carolina and postdoctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of
Communications, and the Graduate School of Business of Stanford University. Currently, Dr. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning, and training organization based on the Six Principles of Influence.
Influence: Science and Practice PDF
