Customer Reviews

Influence: Science and Practice

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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.

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.

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

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.

Language flows easily. Examples are extremely useful and relevant. Organization is great and facilitates referencing of information.

Originally, I thought this would be a boring textbook. Was I WRONG! This gem gives you step-by-step explanations woven together with clear, bone-simple theory and fascinating examples of how to persuade - or what to watch out for.

Cialdini provides all the "how-to's" any huckster wannabe could ever desire. Simultaneously, forewarned is forearmed. After reading this, you'll know most of the tricks of the trade for every sly dog and slippery weasel that ever padded a sale - from boyscouts to pollsters, car salesmen to politicians.

Along with "Doublespeak" and some of the books on hypnotic language patterns, this is an invaluable, enjoyable, readable reference for the average consumer and the serious "student" of persuasion alike. It even sheds light on the Heaven's Gate cult! What more could you want

Its an older book so the information might be a bit dated. Its a lot of what you will learn in an intro psych course or soc psych course.

Good book for lay person though. Its entertaining and well orgainized.

This is a brilliant book, get it now, I cant add more to what people have said .