Influence, the classic book on persuasion, explains the psychology of why Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. Oct 28, محمد حمزة added it · review of another edition .. the reason behind certain behaviors of our newly appointed driver to my father. [Robert B Cialdini] — Dr. Robert Cialdini explains the psychology of why people Edition/Format: Print book: English: Revised edition.; First Collins business. [Robert B Cialdini] — The author, a doctor explains the six psychological principles Edition/Format: Print book: English: Rev. edView all editions and formats.

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Social Proof – Everyone is doing it, especially people just like you!

I keep finding myself wishing it were better researched and better reasoned. He argues, Automatic, stereotyped behavior is prevalent in much of human action, because in many cases it is the most efficient form of behaving, and in other cases it is simply necessary.

Serving people lunch before asking for a contribution also works! Plus, it’s got some great tricks to get out of being pressured into buying stuff or contributing to charities you don’t like. Elizabeth I read this book for pleasure. There are a lot of other things to consider.

Cialdini sheds some light on these differences by pointing out some other areas where our thoughts don’t match our actions, and yhe the unconscious shortcuts we use to help us function in our daily lives. Persuadion a reader, you may feel that you already know some of these tricks of the trade, but the The techniques described in this book are very fundamental to our psychology and the way Cialdini has explained them in a lucid manner is commendable.

Review: Influence: The Psychology of Persuasion by Robert

Salespeople are changed by the content of this book, like with all great sales books. They were confused because it was happening in broad daylight, and because no one else was panicking. Unscrupulous church leaders may manipulate people’s desire for consistency to get them to do things. The premise is that we have mental shortcuts that trigger, almost automatic responses. In the discussion of “social proof” Cialdini discusses a phenomenon called “pluralistic ignorance” that I also recognized from my experiences in an unhealthy church.


Even with modern psychology the average person understands so very little about themselves, their drives, why they do what they do, why they like what they like, that they are easily manipulated and exploited. I put this book under “dangerous knowledge.

This is our bodies and brains being psychologically efficient in our best interests. Send a letter to the editor concerning this article.

Refresh and try again. Yesterday I had to kill a couple hours, and happened to have this tiny audiobook on my phone. Mar 07, Daniel rated it really liked it.

Why in certain situations we are unable to fight the temptation to buy something we have no use of? He also told the infamous story where people would continue administering shock therapy to “subjects” because the professor told them to continue – despite people screaming in the other room. They’d also get them to admit that Communism wasn’t “all bad” for China, and get them to write about that.

Information from a recognized authority can provide us a valuable shortcut for deciding how to act in a situation.

Influence: The Psychology of Persuasion – Robert B. Cialdini, PhD – Google Books

Influencethe classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. One of the things I love about this book is that Cialdini himself is the first to admit that even with all he knows, even he was and is not immune, and he provides some very funny examples to show how he personally has been taken advantage of.


You and I exist in an extraordinarily complicated stimulus environment, easily the most rapidly moving and complex that has ever existed on this planet. A cookie is more attractive if there are two of them than if there are 10 of them. The book had me in the first chapter. I would not disagree that those are little more than common sense, and one must have read iterations of them in other psychology self-help books.

Influence: The Psychology of Persuasion

The fifth edition, with its extensive editing, shouldn’t be this sloppy. It requires a deep understanding of the prrsuasion to be able to bring such perspicuity to a subject area.

Scarcity – Perceived scarcity will generate demand. No trivia or quizzes yet. I think it would have been better if he had simply rewritten it because aside from all of the forced conclusions and so forth, the mixture of outdated references and haphazardly injected contemporary material feels schizophrenic. This book was originally published in the s.

This plays to a second point: Learn more about Amazon Giveaway. The Rule of the Few Notes: Liking – Tupperware parties are so successful because they are using your friends as their salespeople.

If a thing is rare, it is precious.

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People give something in order to get something. He makes this out to be a malevolent trick used by the saleswoman when in fact it was him trapping himself. They manipulate people to get what they want. Just a moment while we sign you in to your Goodreads account.

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