Influence: Science and Practice (4th Edition) | Robert B. Cialdini

Influence: Science and Practice (4th Edition) | Robert B. Cialdini | This One's a Keeper

books:

Influence: Science...

	Influence: Science and Practice (4th Edition) Robert B. Cialdini Allyn & Bacon, 2000 - 262 pages average customer review:based on 126 reviews view larger image
	for more information click here

highly recommended

One of the best investments you'll ever make

Polished and fine-tuned in its fourth edition, not a sentence or word out of place or without impact, Influence is packed with powerful facts and arguments relating to important areas of all of our lives. This book should be taught in high schools, perhaps as part of a course on smart, responsible consumerism. But it is about much more than how to avoid buying a vacuum cleaner or magazine subscription you don't need or want. At the foundation of the book is information and enlightenment about human psychology -traits, tendencies, susceptibilities and strengths, that we share with each other as a species. This knowledge applies to all areas of life, not just to our role as consumers. Think of a relative or friend who seems to have terrible luck with intimate relationships. This book will probably explain why. Think of that teacher in school who always was able to maintain control, but rarely had to raise his or her voice. Or think of the phonies, game players, sycophants and incompetents you may have worked with who survive or even prosper when you would be fired the first time you tried one of their antics. Influence can help you understand how they do it. It will also help you analyze your personal life situation and behaviours, and facilitate positive change if that is needed.

As the book entertainingly illustrates, we are all subject to various influences, whether we are aware of them or not, because of the vagaries of human psychology. For example, we all use shortcut thinking these days, almost by necessity. Cialdini shows how 'compliance professionals' feed on this, and how you can protect yourself against them without completely throwing out valuable psychological coping devices such as shortcut thinking. You will also become familiar with concepts such as the power of reciprocation, low-balling, rejection then retreat, the pressure to be consistent (the personality can be described as a power structure addicted to consistency), pluralistic ignorance (in an emergency situation the more strangers around, the less the chances are that you will be helped), and psychological reactance theory. There are also some great quotes (e.g. from Sir Joshua Reynolds 'There is no expedient to which a man will not resort to avoid the labour of thinking.') and great anecdotes (my favourite is about Joe Pine's encounter with Frank Zappa).

Some of Cialdini's knowledge was gained by going undercover in places like car lots, realty offices and restaurants. Much was learned through painful experience. Cialdini admits to being an enduring mark for confidence artists of all persuasions, and generously shares his 'fleecings' with the reader. All of his points and arguments are backed up with relevant examples and lots of data. Cialdini also invites the reader to share his or her own experiences that illustrate or contradict his findings, and the book is studded with instructive experiences we can all relate to. I am going to write to him with an example of bizarre 'hurry up or lose' tactics used by a famous cult that would fit in the chapter entitled 'Scarcity: The Rule of the Few'. I'll update this review when I get a response.

P.S. Prof. Cialdini responded to my feedback promptly and generously. He shared the following facinating anecdote concerning the Heaven's Gate cult: "Two months before the Heaven's Gate commune members committed suicide, they spent several thousand dollars for a high-powered telescope because they had heard rumors about a small object (which they suspected was a spaceship) that appeared to be trailing the Hale-Bopp comet. When they complained to the salesman that the telescope showed them no trace of the mysterious object, he explained that there never was a trailing object, only a rumor based on a blip of static in one very early and poor quality image of the comet. How did they respond to this direct evidence against their group's unanimous and firmly held beliefs about a spaceship carrying their extraterrestrial contacts? They decided to continue believing in the spaceship's existence but to stop looking at the evidence: They turned in the telescope for a
refund."

for more information click here

This One's a Keeper

I read this book a long time ago for a Persuasion and Rhetoric class and it's still on my shelf today. If you ever think about going into conflict management, negotiation, or mediation, it's extremely useful to identify different "dirty tricks" that can be used to sabotage sincere efforts toward a common goal.

Ok, so that's for the academics. What about the common bystander? This book is imperative to understanding the little tricks of the trade that get you to buy that car, give that donation, or buy those Girl Scout cookies. It's written in a very easy, engaging way and is great knowledge for a smart shopper. Once you read the tactics in this book, you start to see them everywhere and look at sales tactics in a whole new light. Definitely a must-read for the educated consumer.

for more information click here

Better detail than previous version

Brilliant work supported with both case studies and controlled data.
This printing will appeal to those serious readers and consultants that need (and want) all the data plus later case studies after the first printing was released.

If you're looking for a quicker read with less detail, buy the first edition printing. As a business development expert, I probably should have only purchased this later edition, but I enjoyed reading them both!

Very few books on seller/buyer psychology provide as in-depth analysis and discussion. I train people how to sell without sounding like a salesperson, and I constantly refer to Cialdini's book as a foundation of what to do and what not to do. His work also provides additional benefits to allow the reader to relate to their own buying experience. Hence they will be more likely to utilize the revealing lessons in their own businesses and selling strategies appropriately.

for more information click here

Outstanding book

I always look to customer reviews before I decide whether or not to purchase. I never really thought about why I did it until I read this book.
Cialdini's style is interesting, conversational, profound and all-in-all down to earth. This is my first review for a book I bought on Amazon and this book certainly deserves it. Reading this book will certainly bring you a lot of oh's and ah's.
It def get's my thumbs up! Enjoy!

Interesting

This is a very interesting book, and while it would be best if someone was a salesman to use this it has theories and practical applications that are useful and that I use everyday.

for more information click here