influence: The Psychology of Persuasion- - Couverture souple

Cialdini PhD, Robert B

Couverture souple

ISBN 10 : 006124189X ISBN 13 : 9780061241895

Editeur : Harper Business, 2006

Synopsis

The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold!

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.

You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts:

1. Reciprocation: The internal pull to repay what another person has provided us.
2. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions.
3. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct.
4. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them.
5. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise.
6. Scarcity: We want more of what is less available or dwindling in availability.

Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.

A propos du livre

À propos de l?auteur

Robert B. Cialdini, PhD is an award-winning behavioral scientist and author.  He is the president and CEO of Influence at Work, focusing on live and virtual keynotes, streaming and online corporate training.

In acknowledgement of his outstanding research achievements and contributions in behavioral science, Dr. Cialdini was elected to the American Academy of Arts & Sciences and the National Academy of Sciences. He has over 230 professional and scientific publications. Robert Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University.

Dr. Cialdini is known as the foundational expert in the science of influence and how to apply it ethically in business and elsewhere, and his Principles of Persuasion have become the cornerstone for any organization serious about increasing their effectiveness in sales, leadership, marketing, management and communication. He is a three-time New York Times bestselling author, with more than 5 million copies sold throughout the world. He is frequently referred to as the “Godfather of Influence.”

À propos de la quatrième de couverture

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.

Détails de l'édition

• Éditeur: Harper Business
• Date d'édition: 2006
• ISBN 10: 006124189X
• ISBN 13: 9780061241895
• Reliure: Broché
• Langue: anglais
• Nombre de pages: 336
• Coordonnées du fabricant: non disponible