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Influence: Science and Practice (4th…
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Influence: Science and Practice (4th Edition) (1985)

by Robert B. Cialdini

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An outstanding review of heuristics and manipulation we use and are abused by in daily life. How to avoid these traps of thinking and to develop deeper insights in reflective thinking and analysis. A book you will want to read....and reread. One small complaint is the overblown self image of the writer. He can be nauseatingly self imbued with his own cleverness at times. The book despite these shortcomings is full of useful and relevant information and particularly useful for those involved in intelligence analysis or fields where creative thinking is a desirable instrument to develop ( )
  Phoenixangelfire | Apr 6, 2014 |
What an interesting book. ( )
  chaosmogony | Apr 27, 2013 |
Cialdini's work is arguably a classic read in the field of Social Psychology. I have often assigned his Influence book in addition to course readings for my Social Psychology classes. Cialdini explores some of the basic ways that we are influenced by or influence the behavior of others. The book is replete with empirical studies and support, along with Cialdini's anecdotal experience (and humor). ( )
  crhphd | Feb 20, 2013 |
Cialdini explores influence and persuasion and how to wield and avoid it in Influence. This is a must-have for anyone who wants to learn influential tactics and use them in life, or for anyone who has been duped and wants to learn to avoid further mistakes. Cialdini writes with humor without sacrificing integrity. ( )
  06nwingert | Jan 13, 2012 |
This book has had a dramatic impact on the way I deal with ‘compliance professionals’, as Cialdini likes to call them. You will be surprised at the techniques they use, and the human tendencies that they exploit in order to get you to comply to their wishes, for profit or otherwise.

Influence is a useful tool to counteract such tactics. ( )
  deepakjois | Mar 6, 2009 |
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Amazon.com Product Description (ISBN 0321011473, Paperback)

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them.

(retrieved from Amazon Mon, 30 Sep 2013 13:50:34 -0400)

(see all 4 descriptions)

Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes more firsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description.… (more)

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