Book Description

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 thirty-five 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.

Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.

Table of Contents

  1. Dedication
  2. Contents
  3. Introduction
  4. Chapter 1: Weapons of Influence
  5. Chapter 2: Reciprocation: The Old Give and Take . . . and Take
  6. Chapter 3: Commitment and Consistency: Hobgoblins of the Mind
  7. Chapter 4: Social Proof: Truths Are Us
  8. Chapter 5: Liking: The Friendly Thief
  9. Chapter 6: Authority: Directed Deference
  10. Chapter 7: Scarcity: The Rule of the Few
  11. Epilogue
  12. Notes
  13. Bibliography
  14. Searchable Terms
  15. Acknowledgments
  16. About the Author
  17. Copyright
  18. About the Publisher