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Influence: Science and Practice Paperback – October, 1992

ISBN-13: 978-0673467515 ISBN-10: 0673467511 Edition: 3rd

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Product Details

  • Paperback: 253 pages
  • Publisher: HarperCollins Publishers; 3rd edition (October 1992)
  • Language: English
  • ISBN-10: 0673467511
  • ISBN-13: 978-0673467515
  • Product Dimensions: 9.2 x 6.1 x 0.5 inches
  • Shipping Weight: 11.2 ounces
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #2,582,377 in Books (See Top 100 in Books)

Customer Reviews

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15 of 16 people found the following review helpful By Anurag Gupta on September 29, 2000
Format: 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.
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1 of 1 people found the following review helpful By A Customer on December 2, 1997
Format: 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.
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1 of 1 people found the following review helpful By A Customer on July 26, 1997
Format: 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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3 of 4 people found the following review helpful By Eric.Lazarus@DecisionSmith.com on December 25, 1997
Format: Paperback
This book is as practical a guide to understanding humans and how we behave as I have ever seen. We are software developers who train other software developers to think differently and, god, do these ideas work! Very powerful, fun and funny. I find myself quoting Cialdini all the time.
If anyone knows a better book on the topic, send me mail.
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