Influence Science and Practice
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Influence Science and Practice
Over 1 5 million copies sold What factors cause someone to say yes And which techniques most effectively use these factors to bring about such compliance In his bestselling book Robert Cialdini former salesperson fundraiser and advertiser and current professor of social psychology examines the science and practice of persuasion and compliance Praised for its enjoyable writing practical suggestions and scientifically documented content prior editions have been widely read by business professionals fundraisers and those interested in psychology The new edition includes bull nbsp twice as many first hand accounts of how the book rsquo s principles apply to business and personal lives bull nbsp updated coverage of popular culture and new technology and bull nbsp more on how compliance principles work in many cultures nbsp Here rsquo s what people are saying about INFLUENCE Science and Practice ldquo This marvelous book explains in clear practical language the ways in which we become persuaded It offers excellent insights for those who sell but even more importantly for all of us who negotiate and buy rdquo ndash ROGER FISHER Director Harvard Negotiation Project Co author Getting to Yes nbsp nbsp ldquo Bob Cialdini is the most brilliant student of influence and negotiation I rsquo ve encountered If everything were on the line in a negotiation I can rsquo t think of anyone I rsquo d rather have advising me rdquo ndash TOM PETERS The Tom Peters Group nbsp ldquo This book is the de facto standard to learn the psychology of persuasion If you don rsquo t read it I hope you enjoy pounding your head against the wall and throwing away marketing dollars rdquo ndash GUY KAWASAKI CEO Garage com nbsp ldquo His book should be in every sales and marketing person rsquo s briefcase and reread frequently rdquo ndash R CRIAG WILSON Sr Vice President Sales Manager Northern Trust nbsp nbsp Robert B Cialdini is a well known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM the Mayo Clinic and NATO He is currently Regents rsquo Professor of Psychology at Arizona State University where he has also been named Graduate Distinguished Research Professor He is past president of the Society of Personality and Social Psychology He attributes his longstanding interest in the intricacies of social influence to the fact that he was raised in an entirely Italian family in a predominantly Polish neighborhood in a historically German city Milwaukee in an otherwise rural state nbsp
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