Influence: The Psychology of Persuasion, Revised Edition
Dr. Robert B. Cialdini is a renowned behavioral scientist and author. He is the president and CEO of Influence at Work, a company that specializes in live and virtual keynotes, as well as streaming and online corporate training.
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.
Influence is among the best books on B2B sales.You'll discover the six fundamental principles of persuasion and how to apply them to become a skilled persuader—as well as how to defend oneself against dishonest 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 say "yes" to authority, those with 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. Influence is a complete guide on employing these principles effectively to magnify your power to alter the behavior of others, backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research—as well as a three-year field study on what pushes people to change behavior.
Author: Robert B. Cialdini
Link to buy: https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X
Ratings: 4.6 out of 5 stars (from 9678 reviews)
Best Sellers Rank: #8,822 in Books
#22 in Marketing & Consumer Behavior
#48 in Marketing (Books)
#52 in Popular Applied Psychology
