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Influence, New and Expanded: The Essential Guide to the Psychology of Influence and Persuasion in Everyday Life Spiral-Bound | 2021-05-04

Robert B. Cialdini PhD

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The foundational and wildly popular go-to resource for influence and persuasion--a renowned international bestseller, with over 5 million copies sold--now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini-- New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion--explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science. You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader--and just as importantly, you'll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini's Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research--including a three-year field study on what leads people to change-- Influence is a comprehensive guide to using these principles to move others in your direction. Read more
Publisher: Harper Business
Original Binding: Hardcover
Pages: 592 pages
Item Weight: 1.65 lbs
Dimensions: 6.4 x 1.7 x 9.1 inches
“Cialdini has made a classic even better. This updated edition of Influence af?rms its place as one of the most important books on business and behavior of the last ?fty years. The new additions are terri?c.”
- Daniel H. Pink, author of When, Drive, and To Sell Is Human
"Influence is the only book I’ve assigned to my organizational behavior students at Stanford for the last twenty-?ve years. Students love it, and, years later, rave about how helpful it is has been throughout their careers. The new version is even more useful and nuanced— and even more fun to read." - Robert I. Sutton, professor at the Stanford Graduate School of Business and author of seven books, including New York Times bestsellers The No Asshole Rule and Good Boss, Bad Boss
“Like every psychologist I know (and like many thousands of others who are curious about how the world works), I got my start learning about persuasion with Bob Cialdini’s Influence. This revised edition builds so meaningfully on the worn ?rst edition sitting next to my desk—Influence will continue to clarify and inspire the art and science of persuasion for years to come.” - Betsy Levy Paluck, professor of psychology and public affairs, deputy director of the Kahneman-Treisman Center for Behavioral Science and Public Policy, Princeton University
“Influence richly deserves its status as the de?nitive book on the subject. I learned so much from this revised edition, and so will you.” - Tim Harford, author of The Data Detective (US)/How to Make the World Add Up (UK)
“Prepare to be dazzled. Bob Cialdini is the godfather of in?uence, and the original version of this book is already a classic. Whether you’re trying to in?uence or understand how others in?uence you, this book will show you how.” - Jonah Berger, professor at the Wharton School and author of Contagious and The Catalyst
“A remarkable effort and achievement. Influence remains the brilliantly written treatise on fundamental principles of human behavior, with the addition of a timely new principle.” - Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior at the Stanford Graduate School of Business and author of Power: Why Some People Have It—and Others Don’t

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