Influence: Science and Practice (5th Edition)

$38.00 (as of October 7, 2017, 2:30 pm) & FREE Shipping. Details $15.89

Recommended by:

Jim Sharp, YBf,,
Jim Sharp: Beehive

“I always kept a stack of business and self help books on my bed side table.  That was in the beginning of journey of becoming an entrepreneur.  Of all the books on business, I would make this an absolute must read.  Mr Cialdini’s research peers into the behavior that can increase our awareness as salespeople, marketers and simply the psychology to become better people.  I also downloaded an audio of him speaking to this same research.  I find him very personable and easy to listen to.”

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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.