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.
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This book will change the way you see the world.
Yes! The psychological features explored and exposed by Cialdini run far deeper than I first realized. While most of the material can trigger the "thats common sense I already knew that response", it becomes surreal when you start recognizing these features in yourself and your environment (part of the book even covers the "I already knew that" reaction)
When social psychologist Leon Festinger infiltrated the "seekers" doomsday cult in the 1950's to observe their reactions when the world didn't end as predicted.
The author describing how he himself succumbed to a very persuasive saleswoman.
I was shocked to realize the same psychology that underpins why sitcom laugh tracks work is the same as what reinforces religious belief through proselytizing.
This book will seem benign and trivial to the faint of heart and mind..... to those with the courage to see the psychology in themselves first and then in others will.... "see the matrix". It runs a lot deeper than first glance affords.
- Dubito Ergo Sum "Super skeptic, reality poet, mega geek, & science nerd extraordinaire."
Great content silly audio book errors