Influence: Science and Practice (5th Edition)

What are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance? In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented material, previous editions have been widely read by business professionals, fundraisers, and those interested in psychology. The new Fifth Edition includes twice as many first hand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures. Praised For Enjoyable Writing, Practical Suggestions, And Scientifically Documented Material, Previous Editions Of This Title Have Been Widely Read By Business Professionals, Fundraisers, And Those Interested In Psychology. This New Edition Includes More Firsthand Accounts Of How Principles Presented In The Book Apply To Personal Lives; Updated Coverage Of Popular Culture And New Technology; And More On How Compliance Principles Work In Other Cultures.--from Publisher Description. Preface -- Introduction -- Chapter 1. Weapons Of Influence -- Click, Whirr -- Betting The Shortcut Odds -- The Profiteers -- Jujitsu -- Summary -- Study Questions -- Chapter 2. Reciprocation: The Old Give And Take ... And Take -- How The Rule Works -- The Rule Is Overpowering -- Politics -- The Not-so-free Sample -- The Rule Enforces Uninvited Debts -- The Rule Can Trigger Unequal Exchanges -- Reciprocal Concessions -- Rejection-then-retreat -- Reciprocal Concessions, Perceptual Contrast, And The Watergate Mystery -- Damned If You Do, Damned If You Don't -- Here's My Blood, And Do Call Again -- The Sweet, Secret Side Effects -- Responsibility -- Satisfaction -- Defense -- Rejecting The Rule -- Smoking Out The Enemy -- Summary -- Study Questions -- Chapter 3. Commitment And Consistency: Hobgoblins Of The Mind -- Whirring Along -- The Quick Fix -- The Foolish Fortress -- Seek And Hide -- Commitment Is The Key -- Hearts And Minds -- The Magic Act -- The Public Eye -- The Effort Extra -- The Inner Choice -- Growing Legs To Stand On -- Standing Up For The Public Good -- Defense -- Stomach Signs -- Heart-of-hearts Signs -- Special Vulnerabilities -- Summary -- Study Questions -- Chapter 4. Social Proof: Truths Are Us -- The Principle Of Social Proof -- People Power -- After The Deluge -- Cause Of Death: Uncertain(ty) -- A Scientific Approach -- Devictimizing Yourself -- Monkey Me, Monkey Do -- Monkey Die -- Monkey Island -- Defense -- Sabotage -- Looking Up -- Summary -- Study Questions. Chapter 5. Liking: The Friendly Thief -- Making Friends To Influence People -- Why Do I Like You? Let Me List The Reasons -- Physical Attractiveness -- Similarity -- Compliments -- Contact And Cooperation -- Off To Camp -- Back To School -- Conditioning And Association -- Does The Name Pavlov Ring A Bell? -- From The News And Weather To The Sports -- Defense -- Summary -- Study Questions -- Chapter 6. Authority: Directed Deference -- The Power Of Authority Pressure -- The Allures And Dangers Of Blind Obedience -- Connotation Not Content -- Titles -- Clothes -- Trappings -- Defense -- Authoritative Authority -- Sly Sincerity -- Summary -- Study Questions -- Chapter 7. Scarcity: The Rule Of The Few -- Less Is Best And Loss Is Worst -- Limited Numbers -- Time Limits -- Psychological Reactance -- Adult Reactance: Love, Guns, And Suds --censorship -- Optimal Conditions -- New Scarcity: Costlier Cookies And Civil Conflict -- Competition For Scarce Resources: Foolish Fury -- Defense -- Summary -- Study Questions -- Chapter 8. Instant Influence: Primitive Consent For An Automatic Age -- Primitive Automaticity -- Modern Automaticity -- Shortcuts Shall Be Sacred -- Summary -- Study Questions -- References -- Index -- Credits. Robert B. Cialdini. Includes Bibliographical References (p. 235-253) And Index. All chapters conclude with "Summary" and "Study Questions." Preface. Introduction. 1.Weapons of Influence. Click, Whirr.Betting the Shortcut Odd.The Profiteers.Jujitsu.Reader's Report.2.Reciprocation: The Old Give and Take ... and Take. How the Rule Works.Reciprocal Concessions.Rejection-Then-Retreat.Defense.Reader's Report.3.Commitment and Consistency: Hobgoblins of the Mind. Whirring Along.Commitment Is the Key.Defense.Reader's Report.4.Social Proof: Truths Are Us. The Principle of Social Proof.Cause of Death: Uncertain(ty).Monkey Me, Monkey Do.Defense.Reader's Report.5.Liking: The Friendly Thief. Making Friends to Influence People.Why Do I Like You? Let Me List the Reasons.Conditioning and Association.Defense.Reader's Report.6.Authority: Directed Deference. The Power of Authority Pressure.The Allures and Dangers of Blind Obedience.Connotation Not Content.Defense.Reader's Report.7.Scarcity: The Rule of the Few. Less Is Best and Loss Is Worst.Psychological Reactance.Optimal Conditions.Defense.Reader's Report.8.Instant Influence: Primitive Consent for an Automatic Age. Primitive Automaticity.Modern Automaticity.Shortcuts Shall Be Sacred.References. Credits. Index. 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. Dr Robert Cialdini explains the six psychological principles that drive the human impulse to comply to the pressures of others and reveals how to defend oneself against manipulation