Influence Science And Practice PNIE 5th Edition by Robert Cialdini 9781292022291 1292022299
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Product details:
ISBN 10: 1292022299
ISBN 13: 9781292022291
Author: Robert B. Cialdini
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.
Table of contents:
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Weapons of Influence
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Reciprocation: The Old Give and Take … and Take
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Commitment and Consistency: Hobgoblins of the Mind
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Social Proof: Truths Are Us
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Liking: The Friendly Thief
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Authority: Directed Deference
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Instant Influence: Primitive Consent for an Automatic Age
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Scarcity: The Rule of the Few
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Tags: Robert Cialdini, Influence, Science, Practice