Most Popular Books by Robert B Cialdini

Influence: Science and Practiceis 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 reader 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.

Boken forklarer de sosialpsykologiske mekanismene knyttet til påvirkning og overtalelse. Hvorfor sier man for eksempel ja til en selger og kjøper et abonnement på et blad man ikke egentlig er interessert i? Den viser hvordan man blir overtalt og påvirket, og forklarer hvorfor man sier ja til selgere selv om man ikke egentlig vil ha det de selger. Boken lærer deg også forsvarsteknikker mot fremtidige tilbud. Omtalen er utarbeidet av BS.