a book
Influence: The Psychology of Persuasion, Revised Edition
Robert B. Cialdini, PhD · 2006 · 336 pages
The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold!
In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.
You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts: Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise. Scarcity: We want more of what is less available or dwindling in availability.
Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.
In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.
You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts: Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise. Scarcity: We want more of what is less available or dwindling in availability.
Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.
recommended by 51 people
sourced from public statements
Naval Ravikant
“@JackDickersons @AdHocAccount_ Great book. I just can’t recommend Cialdini’s other work as strongly so I left him out.”↗
Daniel Pink
“"This might be the book I’ve recommended more than any other. It’s called Influence by Robert Cialdini. And it’s a masterclass in how persuasion actually works. Here are the 6 core principles and why they matter:"”↗
Guy Kawasaki
“Meet Dr. @RobertCialdini is the “godfather of influence.” His book, Influence: The Psychology of Persuasion, is the guiding light for how I conduct business—and in many ways how I lives my life. #remarkablepeople #podcast”↗
Alexis Ohanian
“Great recommendations and I'd also add Influence in order to navigate the world with heightened awareness for how we're always being influenced/manipulated.”↗
Samy Kamkar
“I love it because it was a very systematic and analytical approach to the most common ways that human being have been known to be influenced and persuaded to do something.”↗
Scott Adams
“100 percent of effective people seem to have read Influence. In fact, it’s one of those things that when I meet somebody and they’re operating at a pretty high level, if you mention this book, they’ve all read it.”↗
Patrick O'Shaughnessy
“@ykovzel @peteweishaupt You can do in school. Make it a series of projects with guidance and sharing in between. The best book on sales is Influence by Cialdini. But even after reading that you have to go out it into practice.”↗
Neil Strauss
“Best book ever on persuasion and marketing.”↗
Kirk Borne
“@barrettjoneill Brilliant books on #Nudge Theory and #BehavioralScience — by Nobel Prize-winning economist @R_Thaler and by @RobertCialdini —>Nudge: —>Pre-Suasion: —>Influence: ————— #neuroscience #DecisionScience #martech”↗
Trevor Sumner
“90% of regrets and errors in life are errors of omission, not errors of commision. "Embarassment is a villain to be crushed." - Robert Cialdini in the great book Influence”↗
Tren Griffin
“@m2jr Robert Cialdini’s book “Influence””↗
Steve Burns
“Five books that have the potential to change your life: 1. The Compound Effect by Darren Hardy 2. The Slight Edge by Jeff Olsen 3. Atomic Habits by James Clear 4. Influence by Robert Cialdini 5. The Subtle Art of not Giving a F*ck by Mark Manson What else?”↗
Dave Collum
“@DeonOpperman1 Also, in the brilliant book, "Influence", the author emphasizes the profound importance of doing favors for people and leaving them with a sense of emotional debt to you.”↗
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