Influence: Science and Practice

Cialdini, Robert B.. Influence: Science and Practice. Allyn and Bacon, Boston, 2001. This book describes the techniques that ``influence professionals'' (salespeople, etc.) use to get us to agree to their requests. Cialdini describes six broad strategies: Reciprocity (do a favor first), Committment (e.g., get the mark to commit to a smaller action first), Social Proof (everybody else is doing it!), Liking (self explanatory), Authority (actors playing doctors in commercials), and Scarcity (let people think they're competing for a scarce resource). This book is valuable on two levels: In my current job, I need to learn to wield influence. Second, I need to learn when people are trying techniques to influence me. There are two big selling show more points to this book. First, it is clearly and entertainingly written. Second, Cialdini extensively cites research to back his claims. Although this is a ``business book,'' Cialdini establishes his credibility with hard evidence. show less

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

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.

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).

The first time I read it, it was a pdf file on my computer. I was so hooked, it took me just one week-end to read it in one go.
It should be a classic of self-awareness. It will be much more difficult for somebody to manipulate you after you read this book.

Cialdini read the world's best-selling business books on selling and marketing, narrowed all the advice town to six principles, researched the scientific evidence for them and tested them empirically if there wasn't any such evidence yet. The result is a book that you need to read if you have ever sold or been sold to. This book will save or make you money.

Before you head out to buy that new car, make sure you have read this book. It gets into the mind of your (used) car salesman. Lot of other tips and analyses along these lines.

Get it from your local library though, I don't think I would pay for this book.