Book description
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…
Why read it?
1 author picked Influence as one of their favorite books. Why do they recommend it?
This book has been updated every few years since the first edition came out in 1984. The latest and most updated edition of this book came out in 2021. The book describes how various techniques of persuasion work and why some fail. Cialdini draws from not only a wide base of research literature but has done extensive fieldwork, including joining sales programs to learn how salesmen are trained and what techniques they use.
He hid behind pillars at one point to see the techniques Hari Krishnas used to solicit funds at airports. The research is often startling and counter-intuitive. Who…
From Anna's list on interpersonal violence and reduced predation.
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