Influence: Science and Practice

By Robert B Cialdini, Robert B Cialdini, PH D
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.



    RELATED ARTICLES

NEW RELEASES: Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts

Posted April 19, 2016, 12:00 PM
Daniel L. Shapiro, a leading expert in negotiation and conflict resolution, teaches us how to use the tools of his trade in our everyday lives. Read more

THE 100 BEST BUSINESS BOOKS OF ALL TIME: SALES AND MARKETING

Posted April 1, 2016, 3:37 PM with category of Marketing & Sales
Approaches and pitfalls in the ongoing process of creating customers. Read more

INTERVIEWS: Adam Grant on Business and Books

Posted February 3, 2016, 9:15 AM with category of Innovation & Creativity
We wrap up our Thinker in Residence with Adam Grant by asking him what unanswered question he has about business, and what books have inspired him in the work he does. Read more

STAFF PICKS: In the Books - Off to the Printers XII

Posted January 11, 2011, 7:53 PM with category of The Company
In another installment from the annual review of business books we produced last year, we have an article from friend and former president of the company, Todd Sattersten. In it, he discusses the meta-themes in business thought that he and Jack uncovered as they spent 18 months compiling, reading, choosing and writing The 100 Best Business Books of All Time. ◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊◊ The Five Universal Themes in Business BY TODD SATTERSTEN What happens when you spend 18 months reading the best in business literature? Read more

NEWS & OPINION: Internet Algorithm Arrives at Top 100 Business Books

Posted August 31, 2009, 5:59 PM with category of Management & Workplace Culture
Jurgen Appelo at Noop. nl has created and algorithm that takes the number of Amazon reviews, average Amazon ranking, and number of hits on Google to create the Top 100 Best Books for Managers, Leaders & Humans. In talking about some of the analysis Appelo says: The book with the largest number of Amazon reviews is Freakonomics (#53, by Steven D. Read more




    SHARE THIS
Embedicon
 
9780061241895
eBook

  Choose a format

Price: $15.19/ea
LIST PRICE: $18.99

Bulk Paperback Non-returnable Discounts
Quantity Price Discount
1 - 24 $15.19 20%
25 - 99 $13.29 30%
100 - 499 $12.34 35%
500 - 999 $11.96 37%
ISBN: 9780061241895

About the Paperback

Publisher Collins Publishers
Publish date 12/26/2006
Pages 320
ISBN-13 9780061241895
ISBN-10 006124189X
Language English

Need 1000 or more?

Additional discounts may be available for print books. We also offer pricing for RETURNABLE orders. Please call 1-800-236-7323 or email us to request a quote.