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Influence: The Psychology of Persuasion

New and Expanded

Gebonden Engels 2021 9780062937650
Verkooppositie 2480
Verwachte levertijd ongeveer 8 werkdagen

Samenvatting

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 your direction.

Specificaties

ISBN13:9780062937650
Taal:Engels
Bindwijze:gebonden
Aantal pagina's:592
Druk:1
Verschijningsdatum:27-5-2021

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Over Robert Cialdini

Robert B. Cialdini is hoogleraar Psychologie en Marketing aan de Arizona State University en bekend van zijn gezaghebbende boek 'Invloed'. Daarvan zijn wereldwijd meer dan een miljoen exemplaren verkocht. Cialdini geldt dan ook als autoriteit als het gaat over het overtuigen van mensen.

Andere boeken door Robert Cialdini

Inhoudsopgave

Preface
Introduction

1. Levers of influence: (Power) Tools of the trades
2. Reciprocation: The old give and take
3. Liking: The friendly thief
4. Social proof: Truths are us
5. Authority: Directed defence
6. Scarcity: The rule of the few
7. Commitment and consistency: Hobgoblin of the mind
8. Unity: The “We” Is the shared me
9. Instant influence: Primitive consent for an automatic age

Acknowledgements
Notes
Bibliography
Index

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