Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.
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Most Helpful Customer Reviews
15 of 16 people found the following review helpful:
5.0 out of 5 stars
Useful, easy to apply principles; breezy read,
By
This review is from: Influence: Science and Practice (Paperback)
Robert Cialdini discusses six ways of influencing people - reciprocation, commitment, social power, authority, contrast, and scarcity. The principles are easy to understand and are intuitive. Due to the complexities of modern life, we have built "short-cut" reactions to these influences. Most of the time, these short-cuts are fine; however, folks can sometimes create events that "trigger" your short-cuts and may be able to unduely influence you. Robert discusses the theory of these principles, practical situations where these principles are often unscruplously applied, mechanisms to better become aware of these influences, and ways to counter them. You will gain better insights into your past behavior when you fell for sucker deals. Hopefully, reading this book will help you avoid / reduce future bad deals.
1 of 1 people found the following review helpful:
4.0 out of 5 stars
Can't Say No? Here's Why!,
By A Customer
This review is from: Influence: Science and Practice (Paperback)
Cialdini's book is an excellent field guide to battlefield participants on both sides of the compliance war. Salesmen and marketing executives will no doubt see it as a "how-to" manual, reveling in the many techniques offered. The rest of us may use it as a self-help reference so that the next time we're faced with a situation in which we may be unduly influenced, we'll have a ready defense. Influence is light reading despite its intended use as a textbook. The many anecdotes are entertaining, though I found them somewhat repetitive. The summaries and critical thinking questions at the end of the chapters helped to ensure that I understood the concepts.
One disappointment is that Cialdini's defense mechanisms are not terribly satisfying. He urges us to stop and think about our situation and if we feel we're being manipulated, we're probably right. I wanted a better defense than "Try not to be a sucker"-I already know that.
1 of 1 people found the following review helpful:
4.0 out of 5 stars
THE classic, yet current, text on HOW influence works.,
By A Customer
This review is from: Influence: Science and Practice (Paperback)
Cialdini has compiled decades of related research findings on influence. Unlike most texts of techniques to memorize on selling or influencing, this one teaches you HOW influence works. You can use the information in this book to test every sales and negotiating technique you will ever learn. If the technique is not supported by the findings in this book, they might cost you sales. Note, however, the book is rather academic and lacks the perspective of someone who has lived their life inside business. Stanton Royce, MBA, 'The Millionaire's Coach
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