Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
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Mortensen ("Maximum Influence") draws on Howard Gardners research on multiple forms of intelligence and Daniel Golemans "Emotional Intelligence" to introduce his concept of PQthe specialized intelligence required for the art of persuasion. While the book is primarily geared toward marketing and sales professionals, the author argues that the inability to command influence is a universal personal and professional dilemma; he makes a compelling case that teachers, social workers, parents and spouses can benefit enormously from the respect power that accompanies finely tuned people skills. Mortensen invokes great communicators from Confucius and Thoreau to corporate CEOs to present PQs key components (the five Cs of trust: character, competence, confidence, credibility and congruence) and rewards (more sales and fruitful negotiations, higher incomes, happier relationships). Sections on mirroring and other nonverbal persuasion techniques are especially fascinating, and the authors emphasis on developing self-knowledge as a crucial ingredient will inspire readers to determine their purpose and passion. Mortensons insights are enriched by anecdotes, humorous illustrations, a persuasion IQ test and an accessible step-by-step structure. Simultaneously useful and entertaining, this book is a thought-provoking examination into developing a vital talent. "" .
Customer ReviewsSee All
It was psychology without the jargon. A good book to enhance your critical thinking skills and the book highlights how important that skill is today. Great real world examples!
Extremely insightful book!
Really enjoyed reading this book. Talks about the automatic responses and behaviors we tend to engage in as well as solutions to these automatic responses.
I've used the because tactic when asking favors and so far it's success rate is 100% I've asked for 8 favors adding the because at the end and a reason obviously.
Good quick fun and energetic read.
Very informative and fluent
Very nice points. In every chapter, I analyzed my past experiences and I got amazed how much the mentioned techniques/tricks are used everywhere we go.
Very good writing style, one of the best books to read!