Influence, New and Expanded: The Psychology of Persuasion

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Making something sooooo drawn out and repetitive to the point of infinity I couldn't make it to the final chapters. Another important technique is to first obtain a small commitment, followed by ever-increasing commitments.

However, if the incentive or motivation is removed after they have already agreed, they will continue to honor the agreement.I tired one of his techniques on a colleague I had been chasing for week, and it worked like a charm within an hour, so 1 for 1. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Each chapter presented ways to protect ourselves from the people who use the five principles to trick us. So, I've read a fair amount of the literature about group dynamics and social influence, and taught classes that discussed and used it. 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. The author must have read about the device of repetition just before writing this book and used the book for practice.A couple of those are well-known instances of people having done something that seems to be completely illogical at first. Ethopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethopia in 1937. He structures the book with examples and stories that make it gripping and make you want to keep reading and help you remember the concepts. In all seriousness, this book is fascinating and provides indispensable information about our own psychological mechanisms that are so important to recognize. Interesting (but slightly saddening) how our tendencies to seek mental shortcuts in decision-making are consistently exploited by marketeers.

He entered into programs offered by different business enterprises and marketing agencies to train sales staff and dealers in ‘the art of persuasion’. When asked about an experiment, they will insist that the given technique won't work, but when actually involved in the experiment, will fall for it almost every time. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.By completing your purchase, you agree to Audible's Conditions of Use and authorise Audible to charge your designated card or any other card on file.

I found myself listening to his strange, slow, over-articulating narration rather than listening to the content. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. You could say that it is even better if the person fallaciously believes they do know themselves and are confident in that understanding, these are even more gullible than the naiveté. Through careful analysis and explanation he goes one by one over these techniques and how to counter them. A very enjoyable read, should leave you much more aware of how you're being played next time you're in the market for a used car.Even with modern psychology the average person understands so very little about themselves, their drives, why they do what they do, why they like what they like, that they are easily manipulated and exploited. I think it would have been better if he had simply rewritten it because aside from all of the forced conclusions and so forth, the mixture of outdated references and haphazardly injected contemporary material feels schizophrenic.