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Title: Influence: Science and Practice (4th Edition) by Robert B. Cialdini ISBN: 0-321-01147-3 Publisher: Pearson Allyn & Bacon Pub. Date: 29 June, 2000 Format: Paperback Volumes: 1 List Price(USD): $22.50 |
Average Customer Rating: 4.56 (48 reviews)
Rating: 5
Summary: Great Balance of Theory and Practice
Comment: Here's a recipe for an enjoyable and useful book. Begin with one respected professor of psychology from Arizona State University. Sweeten with Regents Chair and Distinguished Graduate Research Faculty distinction. Mix in comments from readers of previous editions ("we get mail"). Fold in pop psychology twist and plenty of examples. Season to taste with just enough irreverence to spice up the text. Bake with three previous editions, improving on each version. Absorb and chill for 262 pages and gain a deep, fun, yet realistic understanding of how humans influence each other.
Marketers will benefit tremendously from this book. So will executives, managers, business owners, students, and everyone who has an interest in how we are influenced to make decisions. Those decisions may affect what we buy, where we work and live, and what relationships we have with others. The illustrations sprinkled throughout the volume offset the small print used to cram a tremendous amount of content into a book that is small enough not to be intimidating. No wonder over a quarter million copies have been sold. It's an Everyman's book on the topic, yet it's an academic treatise as well, with 16 pages of references preceding the index.
Each chapter includes a summary and study questions-both on content and to stimulate critical thinking. All those features you'd want in a book like this are all there, waiting for you. Expect to curl up with this book, nod your head, laugh, shake your head, and wonder in amazement while gaining insight. Cialdini grabs your attention and won't let go. Expect to make notes, write in margins, underline or highlight, and repeat your reading.
Readers of "Influence" will look differently at the world around them. Even if you merely scan through this book, you'll gain a new appreciation for advertising, group behavior, and even how you're treated by salespeople, co-workers, bosses, parents and friends. The conscious and unconscious heightened awareness will be well worth the time and money you invest in this book.
Rating: 5
Summary: PROTECT YOURSELF by reading this book!!!
Comment: =====>
This well-referenced book first published in 1985 and authored by Robert Cialdini, an experimental social psychologist, deals with the dynamics of interpersonal influence processes.
Specifically, this book deals with the compliance of "automatic influence" which Cialdini defines by a question: "Just what are the factors [or principles] that cause one person to say yes [without thinking first] to another person?"
The principles mentioned in the above question are the subject of this book and, in fact, this book is organized around them. There are six principles discussed. Cialdini calls these principles "weapons of influence."
Each principle or "weapon" has a well written and thorough chapter devoted to it. Parts of these chapters are occasionally humerous. As well, each chapter has plenty of examples to illustrate each principle.
However, just knowing these principles is not enough! You have to know the practical techniques or "compliance tactics" that are based on these principles in order to get the desired result of automatic compliance. This book is packed with these techniques as well as examples of how they're used.
Why bother to learn these principles and techniques? Answer: to protect yourself. Protect yourself? From whom? To protect yourself from "compliance professionals" (for example, sales people, fund raisers, and advertisers) who utilize these principles and their associated tactics to help them get their own way. Where money is at stake, having them get their own way could be costly. Cialdini suggests ways of thinking to defend yourself against such people after you realize a specific technique is being used on you.
Of course, the compliance pros aren't the only ones who know about and use these principles and tactics. We all use them and fall victim to them to some degree in our interaction with neighbors, friends, spouses, and so on.
A handy feature of this book is the summary sections at the end of each chaper. These effectively highlight the main ideas in each chapter.
After reading this book, you'll be able to answer questions such as these:
(1) Imagine you're a lawyer representing someone who broke his leg in a store and is suing the store for $25,000.00 in damages. What would you do during the trial to make the jury see that this amount is reasonable, even a small, reward?
(2) Why is the "free" sample really not so free?
(3) What is there about written promises that make them so effective?
(4) Which naturally occurring conditions of city life reduce the chances of bystander intervention in an emergency?
(5) What is the evidence that we tend to say "yes" to similar others in an automatic fashion?
(6) What is the relationship between size and status in our society? Why did this relationship develop in this way?
(7) During one mid-1980's Christmas season the most sought after toy in the U.S. and Canada was the Cabbage Patch doll, which was said to be in very limited supply. Why were people reported to have spent as much as 35 times the regular price for this doll at public auctions to own a doll that cost much less at department stores?
(8) How can each weapon of influence be used in an exploitive way and how can each be used in a non-exploitive way?
In conclusion, don't be easy prey to compliance professionals! Learn about the principles or weapons of influence and their associated compliance tactics. Most importantly, learn the ways to defend yourself against such weapons and tactics. This book explains all this and more!!
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Rating: 5
Summary: Influence - is it useful for technical professionals?
Comment: Many reviews have previously highlighted the value of this book in everyday life situations. I limit my comments to technical professional life.
I am a technical professional who has to work with practicioners of other technical disciplines. The reason I came across this book because I wanted to learn how I can influence other technical professionals to take my point of view into account in their work. After reading this book I recognize why some of my colleagues have much stronger influence than others. It is not because they are technically more competent or offer a better solution. They practise the influence techniques discussed in Cialdini's book.
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Title: Artful Persuasion: How to Command Attention, Change Minds, and Influence People by Harry A. Mills ISBN: 0814470637 Publisher: AMACOM Pub. Date: April, 2000 List Price(USD): $17.95 |
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Title: The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking by Kevin Hogan ISBN: 1565541464 Publisher: Pelican Pub Co Pub. Date: January, 2003 List Price(USD): $22.00 |
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Title:Harnessing the Science of Persuasion (HBR OnPoint Enhanced Edition) by Robert B. Cialdini ASIN: B00005REJP Publisher: Harvard Business School Press Pub. Date: 24 April, 2004 List Price(USD): $7.00 Comparison N/A, buy it from Amazon for $7.00 |
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Title: The 48 Laws of Power by Robert Greene ISBN: 0140280197 Publisher: Penguin USA (Paper) Pub. Date: 05 September, 2000 List Price(USD): $17.00 |
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Title: Get Anyone to Do Anything : Never Feel Powerless Again--With Psychological Secrets to Control and Influence Every Situation by David J. Lieberman ISBN: 0312270178 Publisher: St. Martin's Griffin Pub. Date: 11 May, 2001 List Price(USD): $12.95 |
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