Cialdini, Influence: Science and Practice, 5th Edition | PearsonThe material in Cialdini's Influence is a proverbial gold mine. Robert B. Cialdini, Ph. Cialdini is also president of Influence At Work, an international training and consulting company based on his groundbreaking body of research on the ethical business applications of the science of influence. He is the most cited social psychologist in the world today in the field of influence and persuasion.
Influence: The Psychology Of Persuasion
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The book's author is Robert B. The key premise of the book is that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways. The findings in the book are backed up by numerous empirical studies conducted in the fields of psychology, marketing , economics , anthropology and social science. The author also worked undercover in many compliance fields such as car sales and door-to-door sales.
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