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Influence

1988 Business & Economics
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Release : 1988
Genre : Business & Economics
Kind : eBook
Book Rating : /5 ( reviews)

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Book Synopsis Influence by : Robert B. Cialdini

Download or read book Influence written by Robert B. Cialdini. This book was released on 1988. Available in PDF, EPUB and Kindle. Book excerpt: 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) and is 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 other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management 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. Copyright © Libri GmbH. All rights reserved.

Influence

1984 Psychology
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Release : 1984
Genre : Psychology
Kind : eBook
Book Rating : /5 ( reviews)

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Book Synopsis Influence by : Robert B. Cialdini

Download or read book Influence written by Robert B. Cialdini. This book was released on 1984. Available in PDF, EPUB and Kindle. Book excerpt:

Influence

2001 Business & Economics
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Release : 2001
Genre : Business & Economics
Kind : eBook
Book Rating : 473/5 ( reviews)

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Book Synopsis Influence by : Robert B. Cialdini

Download or read book Influence written by Robert B. Cialdini. This book was released on 2001. Available in PDF, EPUB and Kindle. Book excerpt: This book is an examination of the psychology of compliance. Written in a narrative style the author combines research and his own experience with the techniques and strategies commonly used to gain compliance and to influence the outcome.

Six Degrees of Social Influence

2012-02-10 Psychology
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Release : 2012-02-10
Genre : Psychology
Kind : eBook
Book Rating : 053/5 ( reviews)

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Book Synopsis Six Degrees of Social Influence by : Douglas T. Kenrick

Download or read book Six Degrees of Social Influence written by Douglas T. Kenrick. This book was released on 2012-02-10. Available in PDF, EPUB and Kindle. Book excerpt: Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.

The small BIG

2014-09-09 Self-Help
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Release : 2014-09-09
Genre : Self-Help
Kind : eBook
Book Rating : 231/5 ( reviews)

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Book Synopsis The small BIG by : Steve J. Martin

Download or read book The small BIG written by Steve J. Martin. This book was released on 2014-09-09. Available in PDF, EPUB and Kindle. Book excerpt: At some point today you will have to influence or persuade someone - your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. What is the smallest change you can make to your request, proposal or situation that will lead to the biggest difference in the outcome? In The small BIG, three heavyweights from the world of persuasion science and practice -- Steve Martin, Noah Goldstein and Robert Cialdini -- describe how, in today's information overloaded and stimulation saturated world, increasingly it is the small changes that you make that lead to the biggest differences. In the last few years more and more research - from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics - has helped to uncover an even greater understanding of how influence, persuasion and behavior change happens. Increasingly we are learning that it is not information per se that leads people to make decisions, but the context in which that information is presented. Drawing from extensive research in the new science of persuasion, the authors present lots of small changes (over 50 in fact) that can bring about momentous shifts in results. It turns out that anyone can significantly increase his or her ability to influence and persuade others, not by informing or educating people into change but instead by simply making small shifts in approach that link to deeply felt human motivations.

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