Hondana
Influence, New and Expanded
By Robert B. Cialdini, PhD
HarperCollins
Description
The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.
In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.
You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.
Cialdini’s Principles of Persuasion:
- Reciprocation
- Commitment and Consistency
- Social Proof
- Liking
- Authority
- Scarcity
- Unity, the newest principle for this edition
Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.
Summary by AI
Influence, New and Expanded by Robert B. Cialdini, PhD
Author's Background: Robert B. Cialdini is a renowned psychologist and professor emeritus at Arizona State University. He is known for his research on the psychology of persuasion and influence.
Main Theme: The book explores the six universal principles of influence that can be used to persuade others effectively.
Key Points:
- Reciprocity: People are more likely to do something for you if you have done something for them.
- Liking: People are more likely to be persuaded by someone they like.
- Authority: People are more likely to follow the advice of someone they perceive as an expert.
- Social Proof: People are more likely to do something if they see others doing it.
- Scarcity: People are more likely to want something if they believe it is scarce.
- Urgency: People are more likely to take action if they believe it is urgent.
Reputation:
- Positive: The book is highly regarded as a classic in the field of persuasion and influence. It has been translated into over 30 languages and has sold over 5 million copies worldwide.
- Negative: Some critics argue that the principles of influence presented in the book are too simplistic and do not always work in real-world situations.
Who Should Read It:
- Business professionals and marketers who want to improve their persuasion skills
- Salespeople and negotiators who want to close more deals
- Anyone who wants to understand the psychology of influence and how to use it effectively
Readers
