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Influence : The Psychology of Persuasion

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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.

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Review

“Robert Cialdini has done the impossible: he has improved a masterpiece. The new version of Influence is a marvelously rich and engaging account of the subtle power that people exert on each other.” —Daniel Kahneman, Nobel Prize laureate and author of Thinking, Fast and Slow and Noise

“If there is only one book you’ll ever read, if there is only one expert whose advice you’ll trust, it should be this book and this author, Robert Cialdini.” — Angela Duckworth, author of Grit and founder and CEO of Character Lab

“This is the most important book ever written about the science of persuasion, and it just keeps getting better. I can’t imagine a more fascinating, more practical read.” —Adam Grant, New York Times bestselling author of Think Again and Originals and host of the TED podcast WorkLife

“Anyone who wants their abilities in communication or negotiation to be at their highest level has to read Robert Cialdini’s book Influence. Your knowledge base is simply incomplete without it.” —Chris Voss, author of the Wall Street Journal bestseller Never Split the Difference

“Influence is now even more practical and powerful. The new principle of unity alone is a game changer. Bravo!” —BJ Fogg, Ph.D., founder of Stanford’s Behavior Design Lab

“The clouds have parted for everyone who wants to dent the universe. A new edition of what is already indispensable just got more so.” —Guy Kawasaki, chief evangelist of Canva and creator of the Remarkable People podcast

“In this update of his classic book, the world’s most practical social psychologist shares his wisdom and reveals his charm. There’s dynamite here. Please use what you learn with care!” — Richard Thaler, Nobel Prize laureate and author of Nudge and Misbehaving

“If you could read just one book on how to be more effective in business and life, I’d pick Influence. It’s a tour de force that Cialdini has somehow made more marvelous.” —Katy Milkman, professor at the Wharton School, host of the Choiceology podcast, and author of How to Change

Additional information

Weight 1.5 kg
PRODUCT DETAILS

ISBN-13: 9780008386597
Publisher: Harpercollins
Published: May 2021
Paperback: 608 Pages

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