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.
©2001 Robert Cialdini (P)2012 Robert Cialdini
Super skeptic, reality poet, mega geek, & science nerd extraordinaire.
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.
Great book. Odd avoidable errors with the editing, repeated content (wait they just read that) and "insert next CD (what???). Cheap publishing moves, corners cut.
I love AUDIBLE! I never get mad at traffic jams and can listen to many different books, despite of my short time.
I always wanted to read Robert Cialdini's Influence but my credits were short. Then, at an Audible's sale I saw the book and bought it. And I was glad I did. Despite the book being "old"- published in 1984, and many other books were based on its instructions, Influence is still fresh. Reciprocity, Commitment &Consistency, Social proof, Authority, Liking and Scarcity still work! And very well indeed. The narrator, Lloyd James, fits perfectly with the book.
Read or listen to this book, and thank Cialdini for this masterpiece.
The only thing that was annoying was the "continued on the next cd". A short edit would be nice when the recording was moved from a cd to the audible format.
This book would stand out more if it was titled "How People Can Scam You." It is filled with useful information about tactics that manipulate you into agreeing to or buying something you normally wouldn't have if it weren't for the tactics. The author cites studies that demonstrated these tactics work. The author also provides dramatized stories so you can see how the tactics are applied in different situations. People are familiar with many of the advertisers' tactics, such as posing an attractive model next to a car or using celebrity spokespersons to promote their product. Despite knowing it's a tactic, people are still persuaded by it. Advertisers still continue to do that because they can see it increases sales. This book provides many examples of these manipulation tactics and explains why they work. By reading this book, you'll become more conscious of how others (salespersons, politicians, and businesspersons) may be trying to manipulate you.
Filled with critical information if you are in sales, marketing, or any kind of business, or just want to know why you buy things you don't think you want. Excellent narration too.
An excellent book about how we are influenced and directed into decisions. There is one part though that may be a life saver. A good listen.
a lot of what's written here, we probably have heard before but the way it's presented magnifies the issue of awareness which can be a critical factor in our success in life Whatever endeavor
I haven't finished reading yet but couldn't wait for the end to rate because of narrator's poor reading skills. He just stops in the middle of sentences for no reason and waits like 2 seconds to continue again. It completely ruins my focus on the sentence. I hear two meaningless unfinished sentences instead of one complete sentence almost all the time. I'd recommend buying a hard copy of the book instead.
"Interesting but flaws in recording"
Liked the book and the content. Some of the stories seem to labour the points. There were a couple of instances in the recording where it would repeat itself.
"Good but long & repetitive"
If there's an abridged version, listen to that. If you like drawn out explanations, reinforced argument - listen to this.
"A decent listen"
An interesting topic, presented pretty well.
Some of the insights were interesting and of use
Not a lot really, it's hardly something that benefits from a voice actor
No, far too long for that (13 hours nearly?!)
It's very US-centric, but the examples hold well for western culture and he does reference the differences in Eastern cultures a few times.
"Starts slow but EXCELLENT audio book"
I really struggled for the first hour or so as many of the examples regarding sales, advertising and marketing are somewhat obvious these days. Really starts to hot up half way through and couldn't stop listening from that point on. Enjoyable and educational. Excellent book
"Says nothing new - drab delivery"
Unfortunately this is one of those academic, 'scientifically proven' books that regurgitates the obvious and paints every human interaction as a string of malevolent manipulation. Advances in understanding game-theory and tit-for-tat trade offs goes a long way to explaining most of the examples in the book. I couldn't make it all the way through ... its too sensationalist. repetitive, dry and not particularly convincing.
"Long and boring, not worth listening too"
I expected more from it. The book was boring. There was no common thread through the chapters.
"This book helped changed the way I think "
Things just are not what it seems, looking at blind mechanical trigger features in animals then in humans, communication and manipulation techniques, the power of social proof and authority and the other principles, it's a really good read but let down by Amazon , the versions are mixed up for example the Amazon ebook is not the same as the audible, yet you can download them both purchased with the same account, yet badly out of sync to the point where it confused me to where it was I was upto!
Fix it for the rest, but definitely worth a read, also recommend reading Chris Hadnagy the art of human hacking if your doing social engineering research.
"Very informative but very repetitive and dull!"
I found this book to be absolutely chocked full of very interesting and useful content... If only that wasn't ruined horribly by the repetition and dull narration in every single chapter...
By about half way through I realised I only had to listen to the first 10 minutes of each chapter because the remaining time would consist of anecdotal evidence to reinforce the original idea or principle.
Such a pity, because it does have very useful tips and tricks to be more influential.
"Spoilt alittle by Audible being lazy"
Very informative book overall. Enjoyed but couldn't help but wonder why Audible didn't bother to remove "end of cd 1....2....etc " prompts! Otherwise I would recommend.
This book much like Selfish gene will change they way you view the world - for the better.
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