Influence: Science and Practice

4.18 avg rating
( 113,584 ratings by Goodreads )
 
9780205609994: Influence: Science and Practice
View all copies of this ISBN edition:
 
 

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).

 

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 in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in 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.

"synopsis" may belong to another edition of this title.

From the Back Cover:

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

·  twice as many first hand accounts of how the book’s principles apply to business and personal lives;

·  updated coverage of popular culture and new technology; and

·  more on how compliance principles work in many cultures.

 

Here’s what people are saying about INFLUENCE: Science and Practice:

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”

–ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

 

 “Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”

–TOM PETERS, The Tom Peters Group

 

“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”

–GUY KAWASAKI, CEO, Garage.com

 

“His book should be in every sales and marketing person’s briefcase and reread frequently.”

–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

 

 

Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

 

About the Author:

Robert B. Cialdini is Regents’ Professor of Psychology and Marketing at Arizona State University, where he has also been named W. P. Carey Distinguished Professor of Marketing.  He has taught at Stanford University and Harvard’s Kennedy School of Government.  He has been elected president of the Society of Personality and Social Psychology.  He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the (inaugural) Peitho Award for Distinguished Contributions to the Science of Social Influence. 

            Dr. Cialdini attributes his interest in social influences to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

"About this title" may belong to another edition of this title.

Other Popular Editions of the Same Title

9781292022291: Influence Science & Practice PNIE

Featured Edition

ISBN 10: 1292022299 ISBN 13: 9781292022291
Publisher: Pearson, 2013
Softcover

Top Search Results from the AbeBooks Marketplace

Stock Image

1.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
GlassFrogBooks
(Hawthorne, CA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. A+ Customer service! Satisfaction Guaranteed! Book is in NEW condition. Seller Inventory # 0205609996-2-1

More information about this seller | Contact this seller

Buy New
US$ 23.28
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

2.

Robert B. Cialdini
Published by Pearson (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Paperback Quantity available: 1
Seller:
Ergodebooks
(Houston, TX, U.S.A.)

Book Description Pearson, 2008. Paperback. Condition: New. 5. Seller Inventory # DADAX0205609996

More information about this seller | Contact this seller

Buy New
US$ 26.25
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

3.

Cialdini, Robert
Published by (A&B) (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Soft cover Quantity available: 1
Seller:
BooXX in Stock
(Dekalb, IL, U.S.A.)

Book Description (A&B), 2008. Soft cover. Condition: New. 5e fifth; my offer is for my book which is still in original shrink wrap! I ship now and I ship anywhere you wish; Seller Inventory # 003263

More information about this seller | Contact this seller

Buy New
US$ 19.98
Convert currency

Add to Basket

Shipping: US$ 7.00
Within U.S.A.
Destination, rates & speeds
Stock Image

4.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
My Books Store
(Tallahassee, FL, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: new. Book is in NEW condition. Satisfaction Guaranteed! Fast Customer Service!!. Seller Inventory # MBSN0205609996

More information about this seller | Contact this seller

Buy New
US$ 23.48
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds
Stock Image

5.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
Best Bates
(Bensalem, PA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. . Seller Inventory # 52YZZZ009UII_ns

More information about this seller | Contact this seller

Buy New
US$ 28.34
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

6.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
Mega Buzz
(Bensalem, PA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. . Seller Inventory # 531ZZZ00ABRE_ns

More information about this seller | Contact this seller

Buy New
US$ 28.34
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

7.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
Vital Products
(Southampton, PA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. . Seller Inventory # 536ZZZ00ACBZ_ns

More information about this seller | Contact this seller

Buy New
US$ 28.34
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

8.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
Qwestbooks
(Philadelphia, PA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. . Seller Inventory # 535ZZZ00ABKQ_ns

More information about this seller | Contact this seller

Buy New
US$ 28.34
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

9.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
PublisherOverstocks
(Taunton, MA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. . Seller Inventory # 533ZZZ00ABIA_ns

More information about this seller | Contact this seller

Buy New
US$ 28.34
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds
Stock Image

10.

Cialdini, Robert
Published by Allyn and Bacon (2008)
ISBN 10: 0205609996 ISBN 13: 9780205609994
New Softcover Quantity available: 1
Seller:
BookShop4U
(PHILADELPHIA, PA, U.S.A.)

Book Description Allyn and Bacon, 2008. Condition: New. . Seller Inventory # 52ZZZZ00ABIB_ns

More information about this seller | Contact this seller

Buy New
US$ 28.34
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book