Regular price: $28.51

Membership details Membership details
  • A 30-day trial plus your first audiobook, free.
  • 1 credit/month after trial – good for any book, any price.
  • Easy exchanges – swap any book you don’t love.
  • Keep your audiobooks, even if you cancel.
  • After your trial, Audible is just $14.95/month.
OR
In Cart

Publisher's Summary

Influence, the classic book on persuasion, explains the psychology of why people say yes - and how to apply these understandings.

Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His 35 years of rigorous, evidence-based research, along with a three-year program of study on what moves people to change behavior, has resulted in this highly acclaimed book.

You'll learn the six universal principles, how to use them to become a skilled persuader - and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

©1984, 1994, 2007 Robert Cialdini (P)2016 HarperCollins Publishers

What members say

Average Customer Ratings

Overall

  • 4.5 out of 5 stars
  • 5 Stars
    3,321
  • 4 Stars
    1,166
  • 3 Stars
    336
  • 2 Stars
    64
  • 1 Stars
    59

Performance

  • 4.5 out of 5 stars
  • 5 Stars
    2,938
  • 4 Stars
    943
  • 3 Stars
    266
  • 2 Stars
    56
  • 1 Stars
    50

Story

  • 4.5 out of 5 stars
  • 5 Stars
    2,711
  • 4 Stars
    1,003
  • 3 Stars
    369
  • 2 Stars
    67
  • 1 Stars
    57
Sort by:
  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    5 out of 5 stars

Eye Opening

I listened to this book in about a week, and it's already making me perceive the world in a different way. From the guy at McDonalds who smiled when he asked if I wanted to donate a dollar to St. Jude to the man who gave my church a timeline on the purchase of an old church building because he has other "interested parties," I am more aware of the compliance tactics that people inadvertently or intentionally use around me to encourage me to behave in a certain way. This book is a classic.

51 of 54 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    4 out of 5 stars

Great content, slow in the middle, redeems itself quickly

This book has great content and is well formed in its ideas and overall message. At times in the middle of the book I found the stories a bit lengthy causing me to lose focus on the message but if you can push past this the second half of the book is just as good if not better as the first.

21 of 23 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    4 out of 5 stars

Finally got through this classic

I finally opened an Audible account and first picked a book that I've had on shelf for years and even started once or twice. I remembered the written version being a little dry and repetitious. The first issue was fixed by the engaging delivery; the second issue, in an audiobook, turned out to be a virtue. A very good experience. However, in a book laden with social science references, checking the sources in an audiobook is difficult. Knowing the replication problems of psychology and social sciences, going into details of the research would be necessary to fully trust the examples. Or, you need to place total trust in the author, while keeping in mind that even Nobel laureates have been overconfident in their experiment design. But I digress. A great book, good listen. "Click, whirr".

19 of 21 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Awesome book!

This is a great book if you want to learn more about yourself as well as other people. This book explains a lot about the preloaded programming we humans are born with and how it can be exploited by compliance professionals .

25 of 28 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
  • Rosanne
  • So Burlington, VT
  • 12-10-17

Dated but relevant

Although this was written 20 or 30 years ago the underlying information is relevant more so now than ever. I thought the book was a bit too long and the points being made could have been done more concisely; however it was still a valuable use of my time to listen to the entire book.

The only slightly annoying aspect of listening to the reader was hearing his inhalation of breath before speaking. He has a very good voice and his narration was pleasant; but I found his frequent intakes of breath a bit annoying.

5 of 5 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Excellent

This audiobook is just the right length. The influence principles were described with easy to follow stories and examples. The funniest stories were how the author was duped by an influence principle. If you're looking to be more effective in your communications with people, I would highly recommend this book.

It will help you understand why people are drawn to certain things, why people are reluctant to change their mind, etc

33 of 38 people found this review helpful

  • Overall
    3 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    5 out of 5 stars

Better to purchase the actual book

This is a fascinating book about influence. The contents are brilliant but I would highly suggest those who are interested to get the actual book instead of the audiobook version. I found myself having to listen to a few sections repetitively in order to grasp and understand the point. It's easier to do that from a book than through audible.

27 of 31 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Life decisions

This book provides excellent insight to how we should responsibly challenge authority and outside influences in our lives. We are conditioned from birth to unconsciously conform and comply on societal queues; we must make a conscious effort to scrutinize our decisions and ensure they fulfill our needs and not our wants.

15 of 17 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    1 out of 5 stars
  • Story
    3 out of 5 stars

Gulp, gulp: Here's my review

The reader should not be reading this book; the breathing and gulping are horrible.

Having said that, the content is very useful. Here are my recommendations for getting past the heavy breathing and gulping sounds of the reader.
1. Put the speed on 1.25x. Yes, you'll get to the breathing and gulping sounds sooner, but they won't last as long.
2. Understand that this book, at least the first half, is primarily about business/marketing/sales tactics. I would not recommend this book for someone who is trying to Win Friends and Influence People.
3. Stay focused. Ask yourself what the reader's point is with the long stories.
4. Take notes. I have found that writing notes while reading has really helped.

Good luck!

4 of 4 people found this review helpful

  • Overall
    3 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    2 out of 5 stars

bloated entry level knowledge

Not worth the time for those already familiar with the subjects.

This is good for people who are new to psychology and prefer lengthy descriptions and multiple examples of these concepts.

The information is mostly accurate yet the authors ego slips in occasionally. Some needed ethical commentary on the "initiation rights" segment are somewhat omitted.

If you are looking for more advanced and consolidated material, go with "you are not so smart" or a few other titles that have more efficient delivery with more topics.

20 of 24 people found this review helpful

Sort by:
  • Overall
    5 out of 5 stars
  • Alban
  • 11-11-17

Top reading

I would score this book 5 Stars.

It was a brilliant book a well researched book and extremely informative book in the space of compliance and how we are forced to comply with other people's demands through various set of tricks that use on us. By reading this book you will become aware of these tricks and how you feel at various points that someone makes an attempt to trick you.

It will give you the opportunity to have a calm demeanor about yourself and achieve composure before taking decisions that may later be regrettable in haste.

Reading this book will save you a lot of time will give you great lessons on how to handle compliance professionals in the future in fact how to handle your boss and your relationships in general.

The sooner you get reading this book the quicker you will have the chance to combat compliance professionals who use lots of tricks to force you into a decision that you probably will regret later on.

I wish I'd read it when it was first published.

Read it today!

5 of 5 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Miss T
  • 10-25-16

Fantastic

Insightful, well written, well narrated. One of the best books on the psychology of persuasion and influence I've read to date.

11 of 12 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • MR N.
  • 06-10-17

Great for marketing , sales and buyers

A real insight into influence , I read this after pressuation which is written much later , and this book still stands its ground as a heavy weight.

Moony Victoire nijjar
My sos family

3 of 3 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • What's this?
  • 08-06-17

INFLUENCE

What made the experience of listening to Influence the most enjoyable?

Explains in detail how many techniques in influence and persuasion are used. A good listen with quite a few surprises.

2 of 2 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    5 out of 5 stars
  • Vikki Marie Gaynor
  • 07-20-17

Very useful .. easi too understand

some parts were very good and the ideas and information is put in an easi to understand and use in every day life
Well worth a listen but some of it was somewhat complicated..
Listen with your brain in gear.. not a book for relaxing with ...

1 of 1 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
  • MarkE
  • 05-25-17

An essential read for a Facebook world!

In a time when you can be psychologically profiled just by your likes on Facebook, and then be sent messages that will appeal to you, this book is an essential read. A well written, researched and read book.

3 of 4 people found this review helpful

  • Overall
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    4 out of 5 stars
  • Andrew Kirtland
  • 03-05-17

Enjoyed. Will listen again.

Good though a few self indulgent bits.
Powerful and dangerous.
Preaches against manipulation though the advice is weaker than the empowerment for manipulators.

1 of 1 people found this review helpful

  • Overall
    2 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    2 out of 5 stars
  • missmiss291@yahoo.co.uk
  • 08-01-17

Jamestown Lies

I liked the book for the most part up until the Jim Jones and his feeble minded followers bit. If he researched properly he would know that the people were in fear, he used guns and other methods to achieve this. So this alone makes me question the facts of this book.

4 of 6 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Varez White
  • 03-22-17

Easy listen

Really enjoyed this one as it was so easy to listen and absorb. I was surprised when it ended as the time just flew by. Definitely on my recommendations list.

4 of 6 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    5 out of 5 stars
  • Ben B.
  • 02-01-17

Entertaining and informative

If your running a business of any size or are working in sales or marketing this audio book is worth a listen.

3 of 5 people found this review helpful

Sort by:
  • Overall
    1 out of 5 stars
  • Performance
    3 out of 5 stars
  • Story
    1 out of 5 stars
  • completeaerogeek
  • 02-25-17

Dont buy this book if you are interested in facts

What could have made this a 4 or 5-star listening experience for you?

Accurate information based of current research

Has Influence put you off other books in this genre?

No but it is pretty bad.

What do you think the narrator could have done better?

Nothing

What character would you cut from Influence?

The entire section on social proof.

Any additional comments?

This book is very dated as its references make clear and while it does contain some information that may be useful, most of it is obvious in the extreme.

After discussing dodgy sales techniques, most of which are specifically outlawed in most civilised countries, the author also spends an inordinate amount of time discussing American college fraternity hazing behaviour and proclaiming this to be a universal tribal behaviour while ignoring the fact that this is almost exclusively an American behaviour. In other developed countries students go to university to well.. study. As a former lecturer I can tell you that in Australia at least, we don't have fraternities or any of the abhorrent behaviour that goes with it.

Then he goes on to conflate this fraternity behaviour with military training. As someone who served in 2 branches of our military including a time undergoing special forces training, I am offended by this parallel between drunken college kids for whom the only obvious threat is a hangover, and servicepeople being prepared for the rigours and hardship of war. It should be offensive for anyone who has ever served. Having said that, even the harsher kind of generalised 'stress' treatments have been purged from our defence force with no loss of combat capability.

But wait, that's not the worst bit -I then came to the section in social proof where Cialdini quotes 'research' correlating publicised suicides with airline accidents, I nearly threw up in my coffee cup. (I should mention that I am a postgraduate educated aviation professional and Human Factors specialist who studies behaviour leading to airline accidents)

He repeatedly lauds a researcher who found that when a suicide is publicised in the paper, airline accidents increase 'up to 1,000 %'.

He then goes on to compound this nonsense by saying that after reading a depressing story an airline pilot might be tempted to 'dip the nose' on take off and commit suicide. Never mind that at the time of writing all large airliners had 3 cockpit crew (pilot, copilot and flight engineer) and that they undergo specific training (CRM) to notify the pilot flying of any non standard actions and if he or she doesn't correct them to take over control of the aircraft. He then doubles down on this rubbish by saying he checks the papers before he flies and even buys more insurance, if there have been suicides reported. Presumably this is after he checks his horoscope, reads his tea leaves and interprets his rune stones.

That an academic would spout this kind of illogical drivel is reprehensible. The most basic research would show this to be nonsense or it would be raining airliners and yet in 2015, 3.2 billion people flew on the world's airlines and there was not one crash involving a major airline/jet airliner and no
fatalities. Presumably all of the suicide prone pilots were on holidays.

Oh and another thing, in Australia we have not had a jet airliner crash - ever - despite having some of the busiest air routes in the world on our east coast. Presumably we are not subject to this 'social proof'.

Airline accidents are the most thoroughly investigated occurrences on Earth and the results are publicly available. To believe Cialdini, the primary causal factor in all of them would be pilot suicide yet this is the case in only 3 commercial accidents in the last 50 years. Presumably engines that fail or cargoes that catch fire are feeling 'social proof' to commit suicide....

Cialdini owes an apology to anyone who bought this book and more importantly, to everyone involved in commercial aviation - the safest form of transport ever devised (including walking) .

Shame on you...


15 of 19 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Wedzerai
  • 03-13-17

Great book!!

Sound principles that are easy to apply and some easy to relate to examples of the principles in application! 👍🏿

2 of 2 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Luke
  • 02-01-17

I was heavily influenced by this book

A very good book. Well read by the narrator and some exceptional content. Most of all the book was well researched and each point was supported by data.

1 of 1 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Doug
  • 01-05-17

Highly recommend

Great read-listen. Great content that you will find valuable in life, business and anything else you do. Definitely read - listen to this book, a great resource for anyone.

1 of 1 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Ben Jones
  • 12-12-16

brings it all together

I have heard a lot of this before, but I find this puts it all together in a clear and entertaining way.

1 of 1 people found this review helpful

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Brett Miell
  • 05-31-18

Why you say "Yes" when you want to say "NO"

Robert Cialdini is a master in the realm of influence and Presuasion (the title of his follow up book). For anyone looking to understand the psychological nuances and gain clarity on how great sales staff and con-artist alike succeed and make it look effortless. Knowledge is power, this book is written for the consumer to arm themselves to recognize when they are being taken advantage of and how to say no.

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    4 out of 5 stars
  • Anonymous User
  • 05-26-18

Gary Wilson

Fantastic - intriguing insights into what influences us and how we can understand what drives the decions we make

  • Overall
    3 out of 5 stars
  • Performance
    4 out of 5 stars
  • Story
    3 out of 5 stars
  • Anonymous User
  • 05-17-18

Good content but somewhat outdated

I appreciated how the author broke down each topic but would recommend future readers opt for a newer book as I would have enjoyed more relevant examples.

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • Anonymous User
  • 05-07-18

Interesting Listen

This has been a great way to understand how influence and through stroy telling make it easier to pass the message on to others

  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars
  • shonel sonakjee
  • 04-03-18

interesting and insightful!

One of the best books I've read in a long time. A must read for anyone wishes to understand marketing tactics.