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Publisher's Summary

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (i.e. uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant but very different arenas - the realm of controlled research and the working world of influence professionals - this audiobook looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behavior and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority, and scarcity.

This is a supplement for courses in introductory psychology, social psychology, management, sales, marketing, and persuasion.

©2017 Robert Cialdini (P)2017 Robert Cialdini

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Not at all what I expected

First couple chapters are about animals and turkeys. And he uses 4 sentences where you could convey the same logic in one. Returned

1 of 1 people found this review helpful

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A brilliant book through and through

This is a brilliant book through and through that would benefit anyone who takes the time to read it.

However, it's missing a chapter on how to trick your readers into buying your book multiple times by slightly changing its title every so often.

With this in mind, Mr. Cialdini might reconsider his highly negative portrayal of his fellow compliance practitioners.

Regardless, the analysis of the subject matter is brilliant.

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    3 out of 5 stars

my comment

the book was informative however I would retitle it to say the following "Salespeople are evil: this is how you can resist them" This author is one angry dude! I thought it was a sales training book. It's actually a book for regular non-salespeople, teaching people how to detect and disarm "compliance professionals"

0 of 2 people found this review helpful

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  • Anonymous User
  • 02-11-18

Same stories as his previous book with a similar title

Cialdini is a marvellous and interesting and all his work gets my attention, but unfortunately this book is nearly identical to one of his previous books with a similar name, so I’m disappointed there was no new content!

1 of 2 people found this review helpful