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Influence: Science and Practice 5th Edition

4.6 out of 5 stars 1,027 ratings

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  • Influence: Science and Practice
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  • Persuasion: Theory and Research
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  • Pre-Suasion: A Revolutionary Way to Influence and Persuade
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Editorial Reviews

Review

Here's what people are saying about the material in INFLUENCE: Science and Practice:


“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”
–ROGER FISHER, Director, Harvard Negotiation Project, Co-author of “Getting to Yes.”


“For marketers, it is among the most important books written in the last 10 years.”
–JOURNAL OF MARKETING RESEARCH


“The best sales tip I ever got was encouragement to read INFLUENCE by Dr. Robert Cialdini. It was so profound and insightful, I read it three times in a row.”
–GREG RENKER, President, Guthy-Renker


“It would be marvelous reading for students taking Social Psychology.”
–DAVID MYERS, Hope College


“The book is tremendously entertaining and very popular with students. It makes excellent reading for a Consumer Behavior or Advertising class.”
–ALAN J. RESNIK, Portland State University


“INFLUENCE should be required reading for all business majors.”
–JOURNAL OF RETAILING


From the Back Cover

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

•  twice as many first hand accounts of how the book’s principles apply to business and personal lives;

•  updated coverage of popular culture and new technology; and

•  more on how compliance principles work in many cultures.

 

Here’s what people are saying about INFLUENCE: Science and Practice:

“This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.”

–ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

 

 “Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”

–TOM PETERS, The Tom Peters Group

 

“This book is the de facto standard to learn the psychology of persuasion. If you don’t read it, I hope you enjoy pounding your head against the wall and throwing away marketing dollars.”

–GUY KAWASAKI, CEO, Garage.com

 

“His book should be in every sales and marketing person’s briefcase and reread frequently.”

–R. CRIAG WILSON, Sr. Vice President, Sales Manager, Northern Trust

 

 

Robert B. Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents’ Professor of Psychology at Arizona State University, where he has also been named Graduate Distinguished Research Professor. He is past president of the Society of Personality and Social Psychology. He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city (Milwaukee), in an otherwise rural state.

 

Product details

  • ASIN ‏ : ‎ 0205609996
  • Publisher ‏ : ‎ Allyn and Bacon; 5th edition (July 29, 2008)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 260 pages
  • ISBN-10 ‏ : ‎ 9780205609994
  • ISBN-13 ‏ : ‎ 978-0205609994
  • Lexile measure ‏ : ‎ 1220L
  • Item Weight ‏ : ‎ 12.7 ounces
  • Dimensions ‏ : ‎ 8.9 x 6 x 0.6 inches
  • Customer Reviews:
    4.6 out of 5 stars 1,027 ratings

About the author

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Dr. Robert Cialdini, thought leader in the field of Influence, has spent his entire career conducting, testing, analyzing, and publishing peer-reviewed scientific research on what causes people to say “Yes” to requests. The results of his research, his ensuing articles, and his New York Times bestselling books have earned him an acclaimed reputation as a respected scientist and engaging storyteller.

Robert Cialdini’s books, including his New York Times Bestselling Influence and Pre-Suasion, have sold more than seven-million copies in 44 different languages.

Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence. As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications. Because of all of this, he is frequently regarded as “The Godfather of Influence”.

Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini received his PhD from University of North Carolina and post doctoral training from Columbia University. He holds honorary doctoral degrees (Doctor Honoris Causa) from Georgetown University, University of Social Sciences and Humanities in Wroclaw, Poland and University of Basil in Switzerland. He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University.

Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively and ethically increasing their influence.

In acknowledgement of his outstanding research achievements and important contributions to world knowledge , Dr. Cialdini has been elected to the American Academy of Arts & Sciences and the National Academy of Sciences.

As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications.

Because of all of this, Robert Cialdini is frequently regarded as “The Godfather of Influence”.

Customer reviews

4.6 out of 5 stars
4.6 out of 5
1,027 global ratings

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thmu80p
2.0 out of 5 stars Dry!
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Schmidt
5.0 out of 5 stars Sehr interessantes Buch - lange Lieferzeit
Reviewed in Germany 🇩🇪 on February 25, 2017
Gavin Radzick
5.0 out of 5 stars Essential for sales and marketing
Reviewed in Canada 🇨🇦 on September 8, 2014
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Mahfuz Hassan
5.0 out of 5 stars Really good book. Makes you aware of a lot of ...
Reviewed in Canada 🇨🇦 on August 21, 2015
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Lee
5.0 out of 5 stars Excellent!! One of the best psychology books I ever read!
Reviewed in Canada 🇨🇦 on December 18, 2013
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