Influence
The psychology of persuasion
£16.58
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- Learn effective techniques to influence others, improving your ability to persuade in personal and professional settings.
- Recognize the psychological triggers that affect their own decisions, leading to more informed choices.
- Foster better connections and rapport with others, enhancing both personal and professional relationships.
- Craft more compelling marketing strategies that resonate with potential customers.
“Robert Cialdini has done the impossible: he has improved a masterpiece. The new version of Influence is a marvelously rich and engaging account of the subtle power that people exert on each other.”
— Daniel Kahneman, Nobel Prize laureate and author of Thinking, Fast and Slow and Noise
Robert Cialdini’s “Influence: The Psychology of Persuasion” is a groundbreaking exploration of the science behind why people say “yes” and how to apply these principles ethically in business and everyday life. This New York Times bestseller, based on 35 years of rigorous scientific research, reveals six universal principles of influence that can significantly impact human behavior.
The book examines the following key principles:
- Reciprocation: People feel obligated to return favors.
- Commitment and Consistency: Individuals strive to align their actions with previous commitments.
- Social Proof: People look to others’ behavior for guidance in uncertain situations.
- Liking: We are more likely to be influenced by those we like.
- Authority: People tend to obey authority figures.
- Scarcity: Items perceived as rare or dwindling in availability are more desirable.
Cialdini provides real-world examples and practical applications for each principle, helping readers understand how these concepts can be used effectively and ethically. The book also offers strategies to defend against manipulative influence attempts.
“Influence” is an essential read for:
- Marketers and sales professionals seeking to enhance their persuasion skills
- Business leaders looking to improve their negotiation tactics
- Individuals interested in understanding the psychology behind decision-making
- Anyone who wants to become more aware of influence attempts in their daily lives
Readers will gain:
- A deep understanding of the psychological factors driving human behavior
- Practical techniques to apply influence principles ethically
- Tools to recognize and resist unwanted influence attempts
- Insights to improve personal and professional relationships
This classic work has sold over two million copies and has been translated into 25 languages, cementing its status as a must-read for anyone interested in the art and science of persuasion.
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The book: "Influence" Is perfect for:
- Marketers and Sales Professionals: Those looking to enhance their persuasive skills in selling products or services.
- Business Leaders and Negotiators: Individuals seeking effective strategies for negotiation and leadership.
- Psychology Enthusiasts: Readers interested in understanding human behavior from a psychological perspective.
- General Audience: Anyone wishing to improve their communication skills and understand the dynamics of social interactions.
More books by Robert B. Cialdini
Meet the author
Author biography
Dr. Robert Cialdini is a renowned psychologist and the Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. He is widely recognized as the foundational expert in the science of influence and persuasion. Dr. Cialdini’s groundbreaking book, “Influence: The Psychology of Persuasion,” has sold over 5 million copies in 41 languages and is considered a seminal work in the field. His research on the psychology of compliance has earned him international acclaim and numerous accolades, including election to the American Academy of Arts & Sciences and the National Academy of Sciences.
Throughout his career, Dr. Cialdini has conducted extensive scientific research on what leads people to say “yes” to requests, translating his findings into practical applications for business and personal success. He has served as a visiting scholar at Stanford University, the University of California, and Ohio State University. Dr. Cialdini’s work has been featured in Harvard Business Review and Fortune Magazine, and he has advised major organizations including Google, Microsoft, and the United States Department of Justice.
Beyond his academic pursuits, Dr. Cialdini is a dynamic speaker and the founder of INFLUENCE AT WORK, a company dedicated to ethical influence training. He resides in Arizona, where he continues to explore the psychology of persuasion and its ethical applications in business and society.
Book testimonials
“If there is only one book you’ll ever read, if there is only one expert whose advice you’ll trust, it should be this book and this author, Robert Cialdini.”
— Angela Duckworth, author of Grit and founder and CEO of Character Lab
“This is the most important book ever written about the science of persuasion, and it just keeps getting better. I can’t imagine a more fascinating, more practical read.”
— Adam Grant, New York Times bestselling author of Think Again and Originals and host of the TED podcast WorkLife
“Anyone who wants their abilities in communication or negotiation to be at their highest level has to read Robert Cialdini’s book Influence. Your knowledge base is simply incomplete without it.”
— Chris Voss, author of the Wall Street Journal bestseller Never Split the Difference
“Influence is now even more practical and powerful. The new principle of unity alone is a game changer. Bravo!”
— BJ Fogg, Ph.D., founder of Stanford’s Behavior Design Lab
“The clouds have parted for everyone who wants to dent the universe. A new edition of what is already indispensable just got more so.”
— Guy Kawasaki, chief evangelist of Canva and creator of the Remarkable People podcast