Executive Briefing

  • by Dr. Robert Cialdini
  • 0 hrs and 54 mins
  • Speech

Publisher's 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.

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Customer Reviews

Most Helpful

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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- Judy Corstjens

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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- Johanna

Book Details

  • Release Date: 12-06-2001
  • Publisher: Stanford Audio