• Executive Briefing

  • The Power of Persuasion
  • By: Dr. Robert Cialdini
  • Length: 54 mins
  • Speech
  • Release date: 12-06-01
  • Language: English
  • Publisher: Stanford Audio
  • 4.5 out of 5 stars 4.5 (95 ratings)

Summary

Cialdini provides fascinating insight into how people avoid the work of making decisions and why they comply with requests in business settings. He has identified six principles which are so powerful that they generate desirable change in the widest range of circumstances: reciprocation, social validation, commitment/consistency, friendship/liking, scarcity, and authority. He emphasizes the non-manipulative use of these principles so that those who are influenced feel personally committed to the change and to their relationship with the change agent. This results in an effective, ethical and enduring partnership.
(P) and ©2001 Stanford Alumni Association
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Customer Reviews

Most Helpful
4 out of 5 stars
By Judy Corstjens on 16-03-14

Salesman more than an academic

Light-hearted one hour lecture. I didn't learn much new, but to be fair, I'm quite up on this subject. Loses credibility by implying that the 'science' of rhetoric is 50 years old (eat your heart out Aristotle), and also that we are the only species to practice recipocracy, which has been simultaneously discovered by every human culture (eat your heart out Darwin, Dawkins et el.).

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3 of 3 people found this review helpful

4 out of 5 stars
By Johanna on 01-05-08

Very interesting, and good value for money

For just over ?2, you can't really go wrong. The content is interesting and the speaker engaging. There were a couple of practical tips which I think could be quite useful, however the thought crossed my mind that if you adopted all of the straergies suggested without discretion you would become a bit of a smarmy salesman type. But I would certainly recommend it as some facinating principles are explained.

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3 of 3 people found this review helpful

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Customer Reviews

Most Helpful
5 out of 5 stars
By Kathleen on 15-12-03

Top EXPERT on Persuasion

Cialdini's book is the best there is on proven persuasion techniques and how widely they are used in advertising. But the book doesn't give you good ways to use the techniques with integrity in everyday life - and this lecture does!

I was also extremely happy to find that Cialdini is an excellent speaker. He keeps you entertained, and is easy to listen to. Often the academic researcher fails on that count.

My only complaint is that this is too short! He's got a LOT of information that he packs down into this 50 minutes. Because he's giving a single lecture he has to leave so much detail out that it will be hard for someone who hasn't read the book to appreciate the strength of these techniques and the hard-core research behind each one.

This is actually a great summary of the material, somewhat like an audible crib-sheet. I'd suggest that you get this now (the price is incredible!) but also read the book.

6 Stars out of 5 !

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34 of 35 people found this review helpful

5 out of 5 stars
By Danny on 17-12-03

Briefing - Good Buy

This audio is a taping of a seminar that Dr. Cialdini gave however the audio is pretty clear and Dr. Cialdini is a very good public speaker. You can tell in his voice that he had an audience to interact with thus the clip is not dry. This clip, for a couple dollars, is very well worth the price. Too bad this was not longer as he would have had time to cover more material and practical examples.

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13 of 13 people found this review helpful

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