Influence: The Psychology of Persuasion

Robert Cialdini is a pioneering social impact researcher. He is a Regent's Professor of Psychology at Arizona State University and the president of Influence at Job, a consultancy firm that teaches business employees how to apply his study findings in their daily work. He offers roughly sixty seminars every year to prestigious business organizations and enterprises.

Dr. Robert B. Cialdini, the seminal specialist in the subject of influence and persuasion, discusses the psychology of why people say yes and how to use these concepts ethically in business and everyday circumstances in this highly praised New York Times bestseller.

In Influence: The Psychology of Persuasion, you will learn the six universal principles of persuasion and how to apply them to become an effective persuader, as well as how to defend yourself against deceptive influence attempts:

• Reciprocation: The internal desire to reciprocate what someone else has given us.
• Promise and Consistency: Once we make a decision or take a stand, we strive hard to follow through on that commitment in order to defend our actions.
• Social Proof: When we are hesitant, we look to comparable people to guide us in the right direction. And the more individuals who take that action, the more we believe it is correct.
• Liking: The proclivity to agree with people we like, as well as the proclivity for others to agree with us if we like them.
• Authority: We are more prone to agree with those who are authorities, who have more information, experience, or competence.
• Scarcity: We seek more of what is scarce or declining in supply.

Understanding and applying the six ethical standards is free and deceptively simple. Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research, as well as a three-year field study on what motivates people to alter behavior, back up this claim. Influence is a detailed guide to effectively applying these ideas to increase your capacity to influence the behavior of others.

Author: Robert B. Cialdini

Link to buy: https://www.amazon.com/dp/0688128165/

Ratings: 4.6 out of 5 stars (from 9691 reviews)

Best Sellers Rank: #589,174 in Books

#885 in Medical Applied Psychology

#1,412 in Popular Applied Psychology

#4,234 in Psychology (Books)