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Book

Influence, new and expanded : the psychology of persuasion

Call Number

  • 153.852 C565.3 (CEN)

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Edition

First Harper Business new and expanded hardcover edition.

Publication Information

New York, NY : Harper Business, an imprint of HarperCollinsPublishers, 2021.

Physical Description

xix, 568 pages : black and white illustrations ; 24 cm

Uniform Title

Influence

Summary

"In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini--the seminal expert in the field of influence and persuasion--explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations"--

Notes

"This expanded edition includes: new research and examples; new chapter on the unity principle; new insights for digital businesses"--Dust jacket.

Revised edition of the author's Influence, ©1993.

"First Collins business essentials edition published in 2007"--Title page verso.

Originally issued under title: Influence : how and why people agree to things, 1984.

Contents

  • Preface
  • Introduction
  • Levers of influence : (power) tools of the trades
  • Reciprocation : the old give and take
  • Liking : the friendly thief
  • Social proof : truths are us
  • Authority : directed deference
  • Scarcity : the rule of the few
  • Commitment and consistency : hobgoblins of the mind
  • Unity : the "we" is the shared me
  • Instant influence : primitive consent for an automatic age.

Subjects