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    Inhaltsangabe

    Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request).

    Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion.

    Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

    ©2001 Robert Cialdini (P)2012 Robert Cialdini

    Das sagen andere Hörer zu Influence

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    Gesamt
    • 4.5 out of 5 stars
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    Geschichte
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    • Gesamt
      5 out of 5 stars
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    Pleasantly surprised!!

    Took me a long time to finally read this book. I had always kept off reading the book, because of what it says on the cover. Not the "Science & Practice", the other words. But "Science & Practice" it really is, because this book was written by a university professor. If I had known this earlier, I may have read it years ago. The book has probably achieved the status of a classic, so when it came out in its 5th edition I finally gave it shot and I was pleasantly surprised.

    This book will change the way you see the world. It shows once again how highly irrational we humans really are. Many concepts may not be new to you, but having ideas backed up by research always helps becoming more consciously aware of them.

    Probably a classic, worth a re-read, good narration, to the point, hands on.

    5 Leute fanden das hilfreich

    • Gesamt
      5 out of 5 stars
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    Inspiring, entertaining and professionally educational

    One of the best non-fiction books out there.

    This book provides sound academic references on the fields of psychology, decision making and social behavior. The very relevant anecdotal evidence puts each pattern of human behavior into understandable context that enables the reader to process this vast amount of eye-opening information (and manages the impressive feat of making this a very entertaining read).
    More complex topics are didactically broken down into digestible chunks that manage to involve the readers mind to analyze given case studies as they are explained by academic insight step-by-step.

    • Gesamt
      4 out of 5 stars
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    Good advice to avoid being manipulated

    Robert provides good examples of being influenced on a daily basis. Knowing these tactics helps to avoid being manipulated and making more conscious decisions.
    Well written- good story

    • Gesamt
      5 out of 5 stars
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    Great audio book!!

    The way the book is written is fantastic. Once I started the audio book, I could stop. Be sure to be surprised all the time!

    • Gesamt
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    Overall a good book!

    The author describes how we are influenced by certain tactics backed by research and stories and also makes suggestions as to how we can oppose these tactics. I really good book!

    • Gesamt
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    A must read ...

    For every salesman and leader. Learn how to manipulate others by understanding their subconscious processes

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    Extremely good i every respect

    The speaker is excellent and gives an entertaining presentation and vocalisation without a dull moment.
    The content of the audiobook is simply incredibly interesting, surprising and eye opening, even for someone who has some previous psychological knowledge and experience.
    I have for instance always wondered, how people can justify the meanest, most unfair or even cruel things they do to each other, just so that they still can see themselves as a good person. And how can even a decent and good person do really bad things? Why do people decide the way they do? Why is there often so much irrationality involved, that even crystal clear arguments have no impact at all?
    This book gives the most astonishing and fascinating answers about how our mind works, completed by evidentiary studies and psychological experiments. I have already heard it several times and certainly will refresh my memory from time to time again, because the findings have great practical use even in the everyday life.