Influence, New and Expanded: The Psychology of Persuasion

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Not a runaway train of rapturousness like 1776, Moneyball, or Outliers, but like Anna Karenina it seems to encompass all of life and address all of life's important issues. Robert Cialdini dissects all the different tactics that marketers have known for years on how to get people to do things they initially had no desire for.

Example: a waiter who advises against a more expensive item early in the meal will gain the trust of everyone at the table, and then he can suggest more expensive items and more items through the course of the meal. Example: During the Korean war, the Chinese got American soldiers to make public commitments of various things.Why and how it happens, how we are convinced and persuaded to do something we really don’t need or want to do? For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. I avoided reading this book for a long time because I thought it was a manual for physiological manipulation.

Granted, I understand Cialdini is held in high regard for his analysis of "compliance professionals" but I found this book tedious, boring, and rife with self-reverance.For all ebook purchases, you will be prompted to create an account or login with your existing HarperCollins username and password. I do not read a lot of books about business/non-fiction but I sometimes find some really shinny gems. Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. And yet this was a nice little framework, and to me, there would have certainly been less fun ways to pass time than listening to this book. Interesting (but slightly saddening) how our tendencies to seek mental shortcuts in decision-making are consistently exploited by marketeers.

One, for example, is the mark of authority -- people are more likely to follow directions and suggestions given by someone with a title (Dr. It's hard not to dislike this guy just for his inane bio on the back cover as it is vomit-inducingly cutesy.By using the Web site, you confirm that you have read, understood, and agreed to be bound by the Terms and Conditions.

Let's just say my expectations were exceeded and I will be giving this book multiple listens with my notepad. Example: introverted pre-schoolers who saw introverted kids become social in a movie were more inclined to go play. While I was familiar with some of it, there were a number of tricks I hadn't noticed, and excellent descriptions of the ones I had, complete with explanations. Through careful analysis and explanation he goes one by one over these techniques and how to counter them. One of the main objectives of the books is said to be preparing the average person against compliance tacticians but I have a feeling that it's the latter who'll use the book more.It is not included in promotions available to our main range products, as stated in our terms of service. The author's impetus for even conducting this study a sincere desire to understand himself better because of how many times he had been duped, sold, tricked, conned and convinced into purchasing/doing things against his true wishes.