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Influence: The Psychology of Persuasion (1993)

de Robert B. Cialdini

Outros autores: Assunto Quadrio (Prefácio)

Outros autores: Veja a seção outros autores.

MembrosResenhasPopularidadeAvaliação médiaMenções
4,194592,846 (4.2)9
Business. Self-Improvement. Nonfiction. HTML:

The foundational and wildly popular go-to resource for influence and persuasion??a renowned international bestseller, with over 5 million copies sold??now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdini??New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion??explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science.

You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader??and just as importantly, you'll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini's Principles of Persuasion:

  • Reciprocation
  • Commitment and Consistency
  • Social Proof
  • Liking
  • Authority
  • Scarcity
  • Unity, the newest principle for this edition
  • Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research??including a three-year field study on what leads people to change??Influence is a comprehensive guide to using these principles to move others in… (mais)

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    » Veja também 9 menções

    Inglês (54)  Espanhol (1)  Russo (1)  Todos os idiomas (56)
    Mostrando 1-5 de 56 (seguinte | mostrar todas)
    If you could read just one book on how to be more effective in business and life, I'd pick Influence. It's a tour de force that Cialdini has somehow made more marvelous. ( )
      Rasaily | Apr 18, 2024 |
    Good, but felt a bit outdated. I think I'd read too many things that cite the same studies for it to feel novel? ( )
      stardustwisdom | Dec 31, 2023 |
    one of the classics!

    The is an absolute must read for students of social psychology, but those not as interested in psychology will appreciate this book as well. Cialdini's book is very well written and explains how easily we are swayed on a day to day basis by things that we don't put as much time and thought into as we should. Cialdini is the master of being able to explain psych science in a way that is not only accessible, but absolutely entertaining. I would recommend this book to just about anyone. Excellent work, Cialdini! ( )
      buffalobibliophile | Dec 23, 2022 |
    Hoe eenvoudig het is om ons te misleiden wordt effectief en duidelijk uitgelegd in dit boek. Meermaals dacht ik "dat zou mij niet overkomen", terwijl nog een keertje dieper nadenken een aantal voorbeelden opleverde van toen het ook bij mij heeft gewerkt.... Ongelofelijk! Erg leerzaam dus, zeker omdat we in deze tijd van informatie "overstroming" kwetsbaarder blijken te zijn voor mensen die graag (voor eigen gewin) onze volgzaamheid willen. ( )
      Marjoos | Nov 16, 2022 |
    Summary: An intesting book about the way humans use and abuse automatic behaviour. Kind of like the Gruen Transfer tv show in book form.

    Things I Liked:

    Scientific basis: Many if not all of his main points are backed up by at least one scientific study which he mentions and often critiques or demonstrates the flaws of.

    Amusing examples: Stories submitted by the readers and the ones provided by the author himself are easy to engage with and use relevant examples.

    Integration: Towards the end of the book a lot of the stories while demonstrating one principal actually backreference some of the earlier ones. I
    enjoyed this and felt it helped me in understand the general themes and messages of the author.

    Thing I thought could have been improved:

    80s feel: I'm not quite sure what era it was but a lot of the examples seemed to be from way back when (car sales people; door to door salesmen). It would have been good if the books could have been updated for the modern contexts of Internet scams and viagra commericals ;-)

    Text based: Picture tells a thousand words and I think a few diagrams might have helped reinforce the material. As it was I felt I was forgetting some of the old stuff while learning the new stuff. Some pictures may have helped to stem the bleed and provide some simple ways to review the material.

    Standout:

    Story of 38 people who watched someone get attacked three times and eventually killed while the person screamed for help in NY city. Why'd they do it? Automatic behaviour. ( )
      benkaboo | Aug 18, 2022 |
    Mostrando 1-5 de 56 (seguinte | mostrar todas)
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    Nome do autorFunçãoTipo de autorObra?Status
    Cialdini, Robert B.Autorautor principaltodas as ediçõesconfirmado
    Quadrio, AssuntoPrefácioautor secundáriotodas as ediçõesconfirmado
    Noferi, GabrieleTradutorautor secundárioalgumas ediçõesconfirmado
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    Our best evidence of what people truly feel and believe comes less from their words than from their deeds. Observers trying to decide what a man is like look closely at his actions. What the Chinese have discovered is that the man himself uses this same evidence to decide what he is like. His behavior tells him about himself; it is a primary source of information about his beliefs and values and attitudes. Understanding fully this important principle of self-perception, the Chinese set about arranging the prison-camp experience so that their captives would consistently act in desired ways. Before long, the Chinese knew, their actions would begin to take their toll, causing the men to change their views of themselves to align with what they had done. (pp. 75-6)
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    Wikipédia em inglês (3)

    Business. Self-Improvement. Nonfiction. HTML:

    The foundational and wildly popular go-to resource for influence and persuasion??a renowned international bestseller, with over 5 million copies sold??now revised adding: new research, new insights, new examples, and online applications.

    In the new edition of this highly acclaimed bestseller, Robert Cialdini??New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion??explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science.

    You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader??and just as importantly, you'll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

    Cialdini's Principles of Persuasion:

    Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition

    Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research??including a three-year field study on what leads people to change??Influence is a comprehensive guide to using these principles to move others in

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