And the more, people undertaking that action, the more we consider that action correct. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. 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. 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: Reciprocation: The internal pull to repay what another person has provided us. 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. Cialdini's 35 years of evidence-based, peer-reviewed scientific research-including a three-year field study on what leads people to change-Influence is a comprehensive guide to using these principles to move others in your direction.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. Understanding and applying the principles ethically is cost-free and deceptively easy. Unity, the newest principle for this edition You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader-and just as importantly, you'll learn how to defend yourself against unethical influence attempts.

With Cialdini as a guide, you don't have to be a scientist to learn how to use this science. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. In the new edition of this highly acclaimed bestseller, Robert Cialdini-New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion-explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. The foundational and wildly popular go-to resource for influence and persuasion-a renowned international bestseller, with over 5 million copies sold-now revised adding: new research, new insights, new examples, and online applications.

Robert b cialdini books