Influence

  • by Robert B. Cialdini
  • Narrated by Lloyd James
  • 12 hrs and 25 mins
  • Unabridged Audiobook

Publisher's Summary

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.

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Audible Editor Reviews

Understanding our psychology is made easy with the fascinating audiobook Influence: Science and Practice, written by well-known author and Professor of Psychology Robert B. Cialdini and narrated by Lloyd James. In complete and unabridged 5th Edition, this book is an intriguing look at why people say 'yes' and what makes us vulnerable to other's requests. Hear the six psychological categories that lead us to be persuaded. Written in prose, this book is easy to read with the information memorable. It is the perfect tool for training in sales and marketing roles. Available now from Audible.

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Customer Reviews

Most Helpful

Interesting but flaws in recording

Liked the book and the content. Some of the stories seem to labour the points. There were a couple of instances in the recording where it would repeat itself.
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- C. Saba

Good but long & repetitive

If there's an abridged version, listen to that. If you like drawn out explanations, reinforced argument - listen to this.
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- SII WOM

Book Details

  • Release Date: 28-08-2014
  • Publisher: Dr. Robert Cialdini