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Influence: Science and Practice (4th Edition)
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Binding: Paperback
Dewey Decimal Number: 153.852
EAN: 9780321011473
Edition: 4
ISBN: 0321011473
Label: Allyn & Bacon
Manufacturer: Allyn & Bacon
Number Of Items: 1
Number Of Pages: 262
Publication Date: July 09, 2000
Publisher: Allyn & Bacon
Studio: Allyn & Bacon
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Editorial Review:
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).
Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.
Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
Customer Reviews
Average Rating: 
Rating:  - Good Intro to Social Psych
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.
Rating:  - Seven good ideas over-worked poorly presented
I did not buy the book to find out how to schnook the unsuspecting, but that's pretty much what I learned. Or learned a -bit- of. After reading Woodward and Denton's far superior Persuasion & Influence in American Life, Cialdini's work seems like densely worded overkill attempting to concretize a mere seven worthwhile, but very simple concepts.
These seven concepts could have easily been dealt with in a magazine article: 1) Conditioned, co-dependent, people-pleasing "reciprocation;" ... Read More
Rating:  - Science of Compliance - Extremely Important and Useful Book
This is one of my favorite social psychology books. It is about compliance. It is about influencing others.
It is probably one of the most important works available to the general public regarding the science of compliance. How to get customers, counterparties in negotiation, etc. to be primed to act in a targeted way (i.e., to get them to say "Yes", or to do something you want, etc.).
The top people on "Madison Avenue" (advertising, marking, publicity, etc.), campaigning, ... Read More
Rating: - This is it! - The Real Deal!
I can't even begin to tell you how many books I have read on the subject of "influence". I have been sorely disappointed by all of them. They range from books on magic tricks, to new age ideas and pop-psychology.
But this book, FINALLY, is the real deal. It is based on good, solid, scientific research and is beautifully written. There are eight chapters which essentially take one particular technique of influence (used by the advertising industry typically)and the chapter explains in detail ... Read More
Rating: - For Professionals, lawyers, and Doctors who need to learn persuasion and influence
I am a professional in the sales and marketing fields. I suggest that if you have no sales back ground and need to learn to be persuasive like a doctor, lawyer, or a speaker, this is a excellent book to start from instead of learning it the hard way. You will still will not learn every hings that you want to learn in this book. However, this is a excellent start for a book even for you experts who want extra knowledge to get ahead of your squirming manager who thinks he knows everything. Hope it helps you, it ... Read More
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