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Influence – Robert Cialdini

155

 

‘Influence: The Psychology of Persuasion’ is a Psychology book authored by Dr Robert B. Cialdini based on the understanding and study of why people tend to say ‘Yes?. The author has done an extensive and rigorous research on the minds of the people and their general psychology. His findings have enabled him to come up with this book on the art of persuasion and how one can use the knowledge of this psychology for their own advantage. The book is the result of a thirty-five year long extensive research which involved surveys, evidence, experiments and as well as a three year long period of study on the behaviour of people. The book has been a widespread and mainstream success owing to its exceptional writing and ground breaking content. The book has received critical acclaim from all angles. The book puts forth six universal principles and teaches its readers the art of becoming a skilled persuader and in turn the knowledge of protecting yourself from other skilled persuaders. The book comes handy in all parts of life and will serve as a defining force in the change it brings to your lifestyle by pushing you towards a life of content and satisfaction. The book is strongly based on the foundation of marketing and helps to understand and analyse the same. The information in the book is presented in a lucid manner and effectively teaches the art of influence and persuasion which is gradually developing into a scientific field.

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About the author

Dr. Robert B. Cialdini is a Ph. D. in the field of psychology and went through extensive research to bring forth this breakthrough book. The book has been published by Harper Collins Publications and is available as a part of the popular Collins Business Essentials. The author and the publishers have taken extensive care to research the contents of the book which are based on several evidence based experiments. The latest edition of Influence: The Psychology of Persuasion was published in May 2009 (Revised Edition) and is available in paperback as well.

 

PRODUCT DETAILS

 

  • ASIN :  006124189X
  • Publisher :  Harper Business; Revised edition (December 26, 2006)
  • Language :  English
  • Paperback :  336 pages
  • ISBN-10 :  9780061241895
  • Item Weight :  6 ounces
  • Dimensions :  5.31 x 0.84 x 8 inches
  • Condition : New

 

SKU: 155 Categories: , ,

Influence: The Psychology of Persuasion” by Robert B. Cialdini explores the psychological principles behind why people say “yes” and how various techniques can be used to influence others’ decisions. The book examines six fundamental principles of persuasion that can be harnessed to achieve favorable outcomes in different situations.

1. **Reciprocity**: People have a natural tendency to reciprocate favors or gifts. By providing something of value to others, you can trigger a sense of obligation, increasing the likelihood that they will comply with your requests.

2. **Commitment and Consistency**: Once people make a public commitment or take a small step towards a particular goal, they tend to stay consistent with their initial commitment. This principle can be employed to encourage people to take further actions that align with their previous choices.

3. **Social Proof**: People often look to the behavior of others as a guide for their own actions. Demonstrating that others have taken a particular course of action can influence individuals to follow suit.

4. **Authority**: People tend to obey figures of authority. Demonstrating your expertise and credentials can enhance your influence over others.

5. **Liking**: People are more likely to comply with requests from those they like. Building rapport and establishing a genuine connection can increase your persuasive power.

6. **Scarcity**: People are more motivated by the fear of missing out on something valuable than by the potential to gain something. Highlighting scarcity or exclusivity can drive people to take action quickly.

Cialdini uses real-world examples and psychological studies to illustrate how these principles work and how they can be applied in various contexts, including marketing, sales, negotiations, and everyday interactions. He also warns about the potential misuse of these principles for unethical or manipulative purposes.

The book provides insights into the mechanics of persuasion, helping readers understand why they make certain decisions and how others can influence them. “Influence: The Psychology of Persuasion” is a foundational text for anyone interested in psychology, marketing, sales, or human behavior, offering a comprehensive framework for understanding the dynamics of influence and persuasion.

Weight 0.4 kg
Dimensions 25 × 15 × 5 cm

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