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.
Very important read
I am on my second listen to this book. What he discusses in the book touch everyone's lives, and every relationship you have to a greater or lesser extent. It's important not only to know when these levers are being used but to know how to use them at times when you want to (ethically) build a relationship, or be received positively. The narrator also has a pleasant tone and pace.