Robert B. Cialdini
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By: Allyn & Bacon
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Customer Reviews:
Total reviews: 125
Average rating: 4.5 of 5
For Professionals, lawyers, and Doctors who need to learn persuasion and influence 5 out of 5 stars.
0 of 0 people found this review helpful.
I am a professional in the sales and marketing fields. I suggest that if you have no sales back ground and need to learn to be persuasive like a doctor, lawyer, or a speaker, this is a excellent book to start from instead of learning it the hard way. You will still will not learn every hings that you want to learn in this book. However, this is a excellent start for a book even for you experts who want extra knowledge to get ahead of your squirming manager who thinks he knows everything. Hope it helps you, it helped me alot to get ahead in life. Best wishes to your ambitions.
Editorial Review:
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 reader 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.