Influence: The Psychology of Persuasion, Revised Edition Revised Edition

by Robert B. Cialdini (Author)

1,878 customer reviews

ISBN-13: 978-0061241895

ISBN-10: 006124189X

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Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.

You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Influence: The Psychology of Persuasion, Revised Edition

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Editorial Reviews

Amazon.com Review

Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.

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For markters, this book is among the most important books written in the last ten years. (Journal of Mariketing Research)

Influence should be required reading for all business majors. (Journal of Retailing)

This book will strike chords deep in the hearts and psyches of all of us. (Best Sellers Magazine)

The material in Cialdini’s Influence is a proverbial gold mine. (Journal of Social and Clinical Psychology)

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Product details

Paperback: 336 pages
Publisher: Harper Business; Revised edition (December 26, 2006)
Language: English
ISBN-10: 006124189X
ISBN-13: 978-0061241895
Product Dimensions: 5.3 x 0.8 x 8 inches
Shipping Weight: 9.6 ounces (View shipping rates and policies)
Average Customer Review: 4.5 out of 5 stars See all reviews (1,878 customer reviews)
Amazon Best Sellers Rank: #386 in Books (See Top 100 in Books)
- #3 in Books > Business & Money > Marketing & Sales > Consumer Behavior
- #34 in Books > Self-Help > Success
- #38 in Books > Health, Fitness & Dieting > Psychology & Counseling

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Top customer reviews

To Anyone Reading One Of The One Star Reviews. This Book Is A New Classic.

ByClaude Whitacre authoron December 27, 2016

Format: PaperbackVerified Purchase

As an author of books on selling, I keep an eye out for the best books on sales and sales psychology. This book is a game changer.

In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the book could have been written in a few pages. I agree, at first look, this would seem true. The Harvard Business Review article "Harnessing the Science of Persuasion" by Cialdini, from their October 2001 issue....is a good example. You can even get the Six Principles from the books Table Of Contents...save yourself some time.

But sales ideas have to not just be listed....not just explained...they have to be sold. Examples have to be given, Principles have to be
explained...we need proof. And you need the entire book to do that. The people who read a short article by the author, maybe read the
ideas...but nothing else happens. Salespeople are changed by the content of this book, like with all great sales books. For salespeople to benefit from a sales book, the ideas have to be explained, understood, proven, accepted, and made real. This book does that.
I own perhaps 2,000 books on the subject of selling. This is certainly in the top 5.

66 comments 138 people found this helpful. Was this review helpful to you?YesNo

These are lessons I will use daily & impart to my family...

ByThomas J. Quinlanon January 29, 2017

Format: Kindle EditionVerified Purchase

This book is dated, & largely appears to pre-date what we consider the modern internet/TV phenomenon, & that's obvious in reading it. That's its only real flaw, though the author does have another book out more recently, & to be fair, this wouldn't likely receive much improvement from an updated revision. That latter point is it's great strength; the lessons inside about how we are susceptible to persuasion don't really need updating per se; they are solid enough, outlined well enough, & supported with facts & data enough that they withstand the obvious test of time. Learning how persuasion can be done, how we can do it, & more importantly, he we can resist it, is a highly worthwhile lesson, which I will carry forward in my own life & import to my family as well.

11 comment 5 people found this helpful. Was this review helpful to you?YesNo

Beware of undue influence

ByFCRichelieuon June 24, 2017

Format: Kindle EditionVerified Purchase

This book is not about how to use the psychology of persuasion to influence people. Instead, it is about how, as a consumer, not to allow oneself to be influenced unduly, or be taken advantage of, by 'compliance professionals'.

In order to study the subject firsthand, the author has taken positions as trainee sales representative, busboy, etc in various companies/establishments. Apart from drawing extensively from such experience, he also discusses the relevant and interesting findings in studies by other academics in psychology, past and present. The result is a systemic analysis of the most frequent, and most powerful, psychological devices that 'compliance professionals' use, with suggestions on how to avoid being unduly influenced.

A very useful book if this is what the reader is looking for. Personally I am more interested in taking a look from the opposite direction, i.e. at the positive application of the psychology of persuasion. I note that Dr Cialdini has written a more recent book on that...

0Comment One person found this helpful. Was this review helpful to you?YesNo

ByK. Larsonon March 18, 2015

Format: PaperbackVerified Purchase

This book was recommended by a law school professor in a Legal Negotiation class, so I purchased it used and it arrived within a week. At one cent plus shipping, it was a great value for a book in very good condition.

The theme of the book is what the author identifies as six principles of ethical persuasion: reciprocity, scarcity, liking, authority, social proof, and commitment/consistency, with a chapter is on each. This book makes a nice companion to Korobkin's "Negotiation Theory and Strategy" published by Wolters Kluwer and sold at a considerably higher price, in where that author discusses many of these same concepts in much less depth.

Whether wanting to supplement a more in-depth academic study or merely looking for tips as an influencer, salesperson, or consumer, this is a great reference.

0Comment 4 people found this helpful. Was this review helpful to you?YesNo

Utterly fabulous - a book of rare insight and usefulness - highly recommended.

ByTechnophobe01on July 1, 2017

Format: Kindle EditionVerified Purchase

I came to this book via a rather circuitous route and reference in Charlie's Munger Almanac. Charlie quipped that upon reading the book, he had been so impressed by its content and insights he had given the author class A shares in Berkshire Hatheway. As I am sure, you can imagine this caught my attention.

After reading the Cialdini's book, I have to say I support and applaud Charlie Munger's recommendation and actions. Robert's book is crisp in its insights and recommendations. It provides compelling window into the click/wrrr process of external influence. I should add that it also provides a set of references that will keep you interested and intrigued above beyond his core theme.

A book of our times - on the must read list.

0Comment One person found this helpful. Was this review helpful to you?YesNo

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Most recent customer reviews

Five Stars

amazing read, recommend to everyone!

Published 3 hours ago by Esta Kravets

Good read

Definitely worth a read. The strategies described in the book sound so simple once read, but it makes one realize that such strategies are being utilized everywhere.Read more

Published 2 days ago by Premal D.

A fascinating read

This book is very readable but is packed full of interesting and useful insights about the unconscious choices people make and how to influence those predispositions.

Published 2 days ago by Sherri A. Holliday

nice

Some valuable insight and information but it could have easily been condensed into a a quarter of the pages, if not less. I did not care for the writing style either.Read more

Published 3 days ago by Kristen Lacey

Awesome read!

I love this book!

Published 7 days ago by WS pro

Five Stars

buy it now, buy it now, buy it now...you are under my spell...

Published 9 days ago by Curley

my god it is very very boring reading, written in a very bad way

my god it is very very boring reading, written in a very bad way , keep telling the same example again and again and again. couldn't make through the 1st chapter

Published 9 days ago by Mohamed Elsayed

It's possibly the most important book you will ever read.

Probably the best book ive ever read. In the first 5 pages I took 2 pages of notes. I dont think you will see advertising or the media, politicians, car salesman or anything the...Read more

Published 9 days ago by T. Buetow

Who else wants to know their Autopilot buttons?

Great book. Read it and learn how you are being manipulated into compliance without even knowing it and how to defend against.

Published 10 days ago by B. Wize

Five Stars

maybe the greatest book i ever read

Published 14 days ago by Throwaboomerang

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