Robert B. Cialdini – Influence: The Psychology of Persuasion [PDF]

Robert B. Cialdini – Influence: The Psychology of Persuasion [PDF]

Influence, the classic book on persuasion, explains the psychology of why people say “yes” and how to apply these understandings. Dr. Robert Cialdini is the 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 program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You’ll learn the six universal principles, how to use them to become a skilled persuader and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.[/quote] Reviews:
“For marketers, this book is among the most important books written in the last ten years.” –Journal of Marketing Research

“Influence should be required reading for all business majors. –Journal of Retailing

“This book will strike chords deep in the hearts and psyches of all of us.” –Best Sellers Magazine

“The material in Cialdini s Influence is a proverbial gold mine. –Journal of Social and Clinical Psychology

Contents:
Dedication
Introduction
1. Weapons of Influence
2. Reciprocation: The Old Give and Take…and Take
3. Commitment and Consistency: Hobgoblins of the Mind
4. Social Proof: Truths are Us
5. Liking: The Friendly Thief
6. Authority: Directed Deference
7. Scarcity: The Rule of the Few
Epilogue: Instant Influence–Primitive Consent for an Automatic Age
Notes
Bibliography
Searchable Terms
Acknowledgments

Format: PDF
Length: 336 pages
Published: 2009 by HarperCollins Publishers (first published 1984)
ISBN: 006124189X
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