Influence: Science and Practice
ISBN: 0205609996
EAN13: 9780205609994
Language: English
Pages: 272
Dimensions: 0.6" H x 9" L x 5.9" W
Weight: 0.85 lbs.
Format: Paperback

Influence: Science and Practice

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Book Overview

Over 1.5 million copies sold!

What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new edition includes:

- twice as many first hand accounts of how the book's principles apply to business and personal lives;

- updated coverage of popular culture and new technology; and

- more on how compliance principles work in many cultures.

Here's what people are saying about INFLUENCE: Science and Practice

This marvelous book explains in clear, practical language the ways in which we become persuaded. It offers excellent insights for those who sell, but even more importantly for all of us who negotiate and buy.

-ROGER FISHER, Director, Harvard Negotiation Project, Co-author, Getting to Yes

Bob Cialdini is the most brilliant student of influence and negotiation I've encountered. If everything were on the line in a negotiation, I can't think of Read More chevron_right

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