Influence cover art

Influence

Science and Practice, ePub, 5th Edition

 Preview

Get 30 days of Premium Plus free

£8.99/month after 30-day free trial. Cancel monthly.
Try for £0.00
More purchase options
Buy Now for £18.99

Buy Now for £18.99

About this listen

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 listener 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.

©2001 Robert Cialdini (P)2012 Robert Cialdini Career Success Leadership Management Management & Leadership Marketing Marketing & Sales Negotiating Psychology Psychology & Mental Health Sales & Selling Time Management & Productivity Business Career Inspiring Thought-Provoking Marketing Psychology

Editor reviews

Understanding our psychology is made easy with the fascinating audiobook Influence: Science and Practice, written by well-known author and Professor of Psychology Robert B. Cialdini and narrated by Lloyd James. In complete and unabridged 5th Edition, this book is an intriguing look at why people say ‘yes’ and what makes us vulnerable to other’s requests. Hear the six psychological categories that lead us to be persuaded. Written in prose, this book is easy to read with the information memorable. It is the perfect tool for training in sales and marketing roles. Available now from Audible.
All stars
Most relevant
This book much like Selfish gene will change they way you view the world - for the better.

Paradigm Shift

Something went wrong. Please try again in a few minutes.
I just couldn't stop listening. going to listen to it all over again now. the narration was nice and easy to listen.

I really enjoyed this

Something went wrong. Please try again in a few minutes.
after reading this book you feel slightly invisible to all the deceptive mind games people play with you daily. I always thought I wasn't that bad anyway. but some of these examples were relevant to me. there was a lot of tips I can now use in my work and at home. the small favour followed by a bigger favour. or the limited availability trick. can see myself reading this book again to write everything down!

very interesting read

Something went wrong. Please try again in a few minutes.
I found this book great for giving me a better understanding of the things that happen every day.

Having read his other book (written with others whose name I can't remember now) "Yes! The science of persuasion" ( I think it's called) I still enjoyed this and learnt a lot of additional information

Long but very detailed

Something went wrong. Please try again in a few minutes.
I've learned a bunch of things. Well written and great back up of the material with actual studies and science stuff :D

Excellent book!

Something went wrong. Please try again in a few minutes.
See more reviews