New Releases by Robert Cialdini

Three experts in persuasion science reveal the small changes you can make for a big improvement in your ability to influence others. At some point today you will have to influence or persuade someone. It may be your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. Most likely, the key to succeeding will be a small change in your approach—one that delivers big. In The small BIG, Steve Martin, Noah Goldstein and Robert Cialdini reveal how influence, persuasion, and behavioral change happen in today's information overloaded world. Drawing on cutting edge research in neuroscience, cognitive psychology, social psychology, and behavioral economics, the authors explain why it isn't information per se that leads people to make decisions, but the context in which that information is presented. It only takes a small shift in your approach to tap into someone's deeply felt human motivations. The authors present more than fifty small changes you can start using today to dramatically improve your powers of persuasion.

INFLUENCE es un best seller internacional, basado en años de estudio de un distinguido psicólogo. Este clásico de fondo es uno de los libros de persuasión más importantes jamás publicados, y promete que nunca volverás a decir "sí" cuando realmente quieras decir "no", y que te volverás más influyente que nunca. La tercera edición del bestseller internacional incluye: • Una revisión IMPORTANTE que incluye un 25-30% de material nuevo. • Un séptimo capítulo que completa el conjunto de principios universales • Citas actuales de la literatura científica (importante para la adopción de cursos) que confirman los hallazgos anteriores de Cialdini. • Nuevos ejemplos digitales para nuestro nuevo mundo digital. Curiosamente, Influence se ha convertido en la biblia del marketing online, aunque el marketing online no existía cuando se escribió originalmente su libro. https://www.harpercollinsiberica.com/images/pdf/bibliografia-influencia.pdf

Découvrez qu'un simple changement dans le choix de vos mots et le moment où vous les exprimez peut augmenter le résultat positif de vos requêtes ; l'importance et l'impact positif de la touche personnelle ; comment faire la meilleure impression lorsque vous êtes comparé à d'autres. Nous voulons tous entendre davantage de "oui" dans notre vie quotidienne. Le mot "oui" nous connecte aux autres et nous ouvre des portes. C'est un feu vert pour accéder au succès et au bonheur. "Oui" pourrait être un mot tout simple, mais il n'est pas facile à obtenir des autres. Du moins pour ceux qui ignorent certains aspects du processus de persuasion. Cet ouvrage comporte 21 chapitres courts et pratiques. Chacun expose une méthode pour augmenter les chances que votre interlocuteur accepte votre demande. Ces principes intemporels peuvent être utilisés pour relever divers défis : depuis la réparation d'une relation empoisonnée, à la négociation d'un meilleur salaire ou encore à la faculté de convaincre un ami hésitant à prendre part à la construction de votre réseau social... Plein de sagesse et de conseils efficaces rédigés par les spécialistes de l'influence, ce petit livre est un compagnon essentiel pour qui veut davantage aller de l'avant au quotidien.

Un método revolucionario para influir y persuadir. La persuasión es una habilidad imprescindible en cualquier actividad profesional a todos los niveles en organizaciones y empresas. Pero, ¿cuáles son las mejores técnicas de persuasión?, ¿qué elementos de la comunicación permiten conquistar al público?, ¿cuáles son los momentos fundamentales en una argumentación? y ¿qué diferencia a un comunicador eficaz de un auténtico persuasor? Con el rigor científico y la capacidad de divulgación que le caracterizan, Robert Cialdini explica en este libro cómo capitalizar el tiempo previo a la transmisión de un mensaje importante. Ese instante puede hacer que el público se muestre más receptivo y, de este modo, la persuasión óptima solo se obtiene con una óptima «pre-suasión». Para persuadir, lo único que necesita el comunicador es redirigir la atención del público antes de una acción relevante para que este le diga «¡Sí!». Con solidez científica, Cialdini muestra cómo escoger no solo lo que vamos a decir, sino cuándo lo vamos a hacer y cómo atraer esa atención de una forma ética. Con Pre-suasión los lectores aprenderán a aprovechar el momento oportuno para ganar influencia y a conservarla. Reseñas: « Pre-suasión está destinado a convertirse inmediatamente en un clásico.» Forbes.com «Mi impresión sobre este libro se resume en una palabra: persuasor.» The Wall Street Journal «Un libro que recomendaré durante años.» Amy Cuddy, profesora asociada de Administración de empresas de la Harvard Business School y autora de El poder de la presencia «Una lectura fascinante sobre cómo el motor más importante de la persuasión no son las palabras que elegimos sino cómo las presentamos antes.» Adam Grant, profesor de Management y Psicología en The Wharton School y autor de Dar y recibir

The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science. You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini’s Principles of Persuasion: Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.