Influence, the classic book on persuasion, explains the psychology of why people say yes - and how to apply these understandings.
Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His 35 years of rigorous, evidence-based research, along with a three-year program of study on what moves people to change behavior, has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader - and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
©1984, 1994, 2007 Robert Cialdini (P)2016 HarperCollins Publishers
Accurate information based of current research
No but it is pretty bad.
The entire section on social proof.
This book is very dated as its references make clear and while it does contain some information that may be useful, most of it is obvious in the extreme.
After discussing dodgy sales techniques, most of which are specifically outlawed in most civilised countries, the author also spends an inordinate amount of time discussing American college fraternity hazing behaviour and proclaiming this to be a universal tribal behaviour while ignoring the fact that this is almost exclusively an American behaviour. In other developed countries students go to university to well.. study. As a former lecturer I can tell you that in Australia at least, we don't have fraternities or any of the abhorrent behaviour that goes with it.
Then he goes on to conflate this fraternity behaviour with military training. As someone who served in 2 branches of our military including a time undergoing special forces training, I am offended by this parallel between drunken college kids for whom the only obvious threat is a hangover, and servicepeople being prepared for the rigours and hardship of war. It should be offensive for anyone who has ever served. Having said that, even the harsher kind of generalised 'stress' treatments have been purged from our defence force with no loss of combat capability.
But wait, that's not the worst bit -I then came to the section in social proof where Cialdini quotes 'research' correlating publicised suicides with airline accidents, I nearly threw up in my coffee cup. (I should mention that I am a postgraduate educated aviation professional and Human Factors specialist who studies behaviour leading to airline accidents)
He repeatedly lauds a researcher who found that when a suicide is publicised in the paper, airline accidents increase 'up to 1,000 %'.
He then goes on to compound this nonsense by saying that after reading a depressing story an airline pilot might be tempted to 'dip the nose' on take off and commit suicide. Never mind that at the time of writing all large airliners had 3 cockpit crew (pilot, copilot and flight engineer) and that they undergo specific training (CRM) to notify the pilot flying of any non standard actions and if he or she doesn't correct them to take over control of the aircraft. He then doubles down on this rubbish by saying he checks the papers before he flies and even buys more insurance, if there have been suicides reported. Presumably this is after he checks his horoscope, reads his tea leaves and interprets his rune stones.
That an academic would spout this kind of illogical drivel is reprehensible. The most basic research would show this to be nonsense or it would be raining airliners and yet in 2015, 3.2 billion people flew on the world's airlines and there was not one crash involving a major airline/jet airliner and no
fatalities. Presumably all of the suicide prone pilots were on holidays.
Oh and another thing, in Australia we have not had a jet airliner crash - ever - despite having some of the busiest air routes in the world on our east coast. Presumably we are not subject to this 'social proof'.
Airline accidents are the most thoroughly investigated occurrences on Earth and the results are publicly available. To believe Cialdini, the primary causal factor in all of them would be pilot suicide yet this is the case in only 3 commercial accidents in the last 50 years. Presumably engines that fail or cargoes that catch fire are feeling 'social proof' to commit suicide....
Cialdini owes an apology to anyone who bought this book and more importantly, to everyone involved in commercial aviation - the safest form of transport ever devised (including walking) .
Shame on you...
A very good book. Well read by the narrator and some exceptional content. Most of all the book was well researched and each point was supported by data.
Great read-listen. Great content that you will find valuable in life, business and anything else you do. Definitely read - listen to this book, a great resource for anyone.
"Great content, slow in the middle, redeems itself quickly"
This book has great content and is well formed in its ideas and overall message. At times in the middle of the book I found the stories a bit lengthy causing me to lose focus on the message but if you can push past this the second half of the book is just as good if not better as the first.
This audiobook is just the right length. The influence principles were described with easy to follow stories and examples. The funniest stories were how the author was duped by an influence principle. If you're looking to be more effective in your communications with people, I would highly recommend this book.
It will help you understand why people are drawn to certain things, why people are reluctant to change their mind, etc
This book provides excellent insight to how we should responsibly challenge authority and outside influences in our lives. We are conditioned from birth to unconsciously conform and comply on societal queues; we must make a conscious effort to scrutinize our decisions and ensure they fulfill our needs and not our wants.
This is a great book if you want to learn more about yourself as well as other people. This book explains a lot about the preloaded programming we humans are born with and how it can be exploited by compliance professionals .
I listened to this book in about a week, and it's already making me perceive the world in a different way. From the guy at McDonalds who smiled when he asked if I wanted to donate a dollar to St. Jude to the man who gave my church a timeline on the purchase of an old church building because he has other "interested parties," I am more aware of the compliance tactics that people inadvertently or intentionally use around me to encourage me to behave in a certain way. This book is a classic.
I really enjoyed the basic lesson in human motivation. Most of it occurred during the first half of book:; the second half did not seem as informative as there were a lot examples that took my interest away. I got tired of listening.
"Should be called "Manipulation for dummies""
Not only were the concepts discussed in this book elementary, but I would call them downright sleazy. I've been I. sales for many years and I know that persuasion comes in all shapes and sizes, but this book is geared for the "door to door" salesman type. Anyone with some integrity will be turned off by this book.
"the narrator was dull to me but great content."
I found some nuggets of information here. For me this was the second worst narration in an audiobook.
My friend recommended that I read this book a couple of years ago. I didn't read it until this week and I regret it. This book is worth two listens if you are looking for high quality content on the subject of influence and decisions. I work in sales and marketing and this is definitely going to be incorporated into my seminars and talks.
-Caesar, Owner/Operator at BecomeMoved.co
"The classic pays off!"
Lots of info, it's going to take several repeats to digest it all. Thought provoking, to say the least!
Insightful, well written, well narrated. One of the best books on the psychology of persuasion and influence I've read to date.
"Not for me."
For some people this book may be great, but it wasn't one for me.
I feel the book could of been condensed down by a good few hours, some of the stories seemed to go on for longer than needed.
While there were a huge amount of references cited, I would of preferred if there were more practical examples.
"Entertaining and informative"
If your running a business of any size or are working in sales or marketing this audio book is worth a listen.
Really enjoyed this one as it was so easy to listen and absorb. I was surprised when it ended as the time just flew by. Definitely on my recommendations list.
"Enjoyed. Will listen again."
Good though a few self indulgent bits.
Powerful and dangerous.
Preaches against manipulation though the advice is weaker than the empowerment for manipulators.
Some ideas here i had heard before but all content is covered in increased depth. Really useful book with some great perspectives.
"Fantastic Book, brilliant insights"
Still very relevant today so many years later, it's not hard to see why this author is a favourite of so many great men like Buffett, Gates etc.
I had expected more from this and was rather disappointed. It was in my opinion not good value for money.
Wow what a book amazing! You don't know what you don't know! Great insight thank you.
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