Influence, New and Expanded: The Psychology of Persuasion

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Influence, New and Expanded: The Psychology of Persuasion

Influence, New and Expanded: The Psychology of Persuasion

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Let's just say my expectations were exceeded and I will be giving this book multiple listens with my notepad. It's like listening to an elderly relative tell a story where the voice in your head is saying "just get on with it! In his almost story-like narrative, the author has at times over-communicated or repeatedly emphasized a particular phrase often to benefit of the reader.

This book has a lot in common with Daniel Kahnemans’ “Thinking, fast and slow” which is one of my favorite books of all time. He should have just done a reprint with a new foreword or something, because the result of the update is a total failure. Commitment and Consistency - If people commit, verbally or in writing, to an idea or goal, they are more likely to honor that commitment. This book deals with the techniques used to get people to agree to something, and with the psychological processes behind it. So, I've read a fair amount of the literature about group dynamics and social influence, and taught classes that discussed and used it.

I do not read a lot of books about business/non-fiction but I sometimes find some really shinny gems. Our markets survive and thrive on mass consumption of products that are neither necessities nor luxury, but still they find their way to our homes right through our pockets. Examples: experiments involving shock therapy where people listened to a guy in a lab coat to inflict pain on another human being (incredible how strong this is). The main point, as I take it, is that we are living in an age where we have access to more and more information all the time.

Trading Address (Warehouse) Unit E, Vulcan Business Complex, Vulcan Road, Leicester, Leicestershire, LE5 3EB. A couple of months ago, I read somewhere that when it comes to the psychology of persuasion and influence, Cialdini is the “daddy” of this subject. Interesting (but slightly saddening) how our tendencies to seek mental shortcuts in decision-making are consistently exploited by marketeers. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence. Other examples of such behavior you will not have heard of, but they also are often quite entertaining.To access you ebook(s) after purchasing, you can download the free Glose app or read instantly on your browser by logging into Glose. Another important technique is to first obtain a small commitment, followed by ever-increasing commitments. 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. Because our brain has been programmed this way and because by doing this we don’t have to think too hard, it seems natural and effortless, almost as if it is the most obvious and right thing to do. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them.

The most influential leaders are those who know how to arrange group conditions to allow the principle of social proof to work maximally in their favor. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. For example, after the 1980 American Olympic hockey team victory over Russia's team, scalpers swarmed outside the hockey arena.

It's sometimes insightful but it seems to be written for a "young adult" reader and it seems to pander to the audience. Commitment and Consistency - If people agree to make a commitment toward a goal or idea, they are more likely to honor that commitment. It's a classic that has held up to multiple re-reads even without the expanded material in this newest edition, but for those already familiar with previous editions, this release provides an excellent reason to revisit Cialdini's work yet again. However, if the incentive or motivation is removed after they have already agreed, they will continue to honor the agreement.

When selling something, highlight the benefits the person stands to lose by not choosing your product, as people are more motivated by the thought of losing something than that of gaining something. This book therefore is NOT one to be read by anyone intending to develop effective, long-term and ethical leadership skills, but IS still an extremely important general read for learning our innate automatic psychological triggers that can be used against us, and how we can recognise these triggers so that we can fight them. To access your ebook(s) after purchasing, you can download the free Glose app or read instantly on your browser by logging into Glose. 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.



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