Robert B. Cialdini's Books

Influence, New and Expanded

The Psychology of Persuasion

By: Robert B. Cialdini, PhD

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Influence, New and Expanded

The Psychology of Persuasion

By: Robert B. Cialdini, PhD

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.

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661

Publisher

HarperCollins

Published Date

ISBN 10

0062937677

ISBN 13

9780062937674

Influence

Science and Practice

By: Robert B. Cialdini

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Influence

Science and Practice

By: Robert B. Cialdini

Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes morefirsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description.

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260

Publisher

Prentice Hall

Published Date

ISBN 10

0205609996

ISBN 13

9780205609994

Pre-Suasion

A Revolutionary Way to Influence and Persuade

By: Robert Cialdini

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Pre-Suasion

A Revolutionary Way to Influence and Persuade

By: Robert Cialdini

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).

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469

Publisher

Simon and Schuster

Published Date

ISBN 10

1501109812

ISBN 13

9781501109812

The small BIG

small changes that spark big influence

By: Steve J. Martin,Noah Goldstein,Robert Cialdini

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The small BIG

small changes that spark big influence

By: Steve J. Martin,Noah Goldstein,Robert Cialdini

At some point today you will have to influence or persuade someone - your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. What is the smallest change you can make to your request, proposal or situation that will lead to the biggest difference in the outcome? In The small BIG, three heavyweights from the world of persuasion science and practice -- Steve Martin, Noah Goldstein and Robert Cialdini -- describe how, in today's information overloaded and stimulation saturated world, increasingly it is the small changes that you make that lead to the biggest differences. In the last few years more and more research - from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics - has helped to uncover an even greater understanding of how influence, persuasion and behavior change happens. Increasingly we are learning that it is not information per se that leads people to make decisions, but the context in which that information is presented. Drawing from extensive research in the new science of persuasion, the authors present lots of small changes (over 50 in fact) that can bring about momentous shifts in results. It turns out that anyone can significantly increase his or her ability to influence and persuade others, not by informing or educating people into change but instead by simply making small shifts in approach that link to deeply felt human motivations.

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281

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Hachette+ORM

Published Date

ISBN 10

1455584231

ISBN 13

9781455584239

HBR's 10 Must Reads on Communication (with featured article "The Necessary Art of Persuasion," by Jay A. Conger)

By: Harvard Business Review,Robert B. Cialdini,Nick Morgan,Deborah Tannen

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HBR's 10 Must Reads on Communication (with featured article "The Necessary Art of Persuasion," by Jay A. Conger)

By: Harvard Business Review,Robert B. Cialdini,Nick Morgan,Deborah Tannen

The best leaders know how to communicate clearly and persuasively. How do you stack up?If you read nothing else on communicating effectively, read these 10 articles. We’ve combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you express your ideas with clarity and impact—no matter what the situation. Leading experts such as Deborah Tannen, Jay Conger, and Nick Morgan provide the insights and advice you need to: Pitch your brilliant idea—successfully Connect with your audience Establish credibility Inspire others to carry out your vision Adapt to stakeholders’ decision-making style Frame goals around common interests Build consensus and win support

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201

Publisher

Harvard Business Press

Published Date

ISBN 10

1422191516

ISBN 13

9781422191514

Influence and Persuasion (HBR Emotional Intelligence Series)

By: Harvard Business Review,Nick Morgan,Robert B. Cialdini,Linda A. Hill,Nancy Duarte

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Influence and Persuasion (HBR Emotional Intelligence Series)

By: Harvard Business Review,Nick Morgan,Robert B. Cialdini,Linda A. Hill,Nancy Duarte

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

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Harvard Business Press

Published Date

ISBN 10

1633693945

ISBN 13

9781633693944

HBR's 10 Must Reads for New Managers (with bonus article “How Managers Become Leaders” by Michael D. Watkins) (HBR's 10 Must Reads)

By: Harvard Business Review,Linda A. Hill,Herminia Ibarra,Robert B. Cialdini,Daniel Goleman

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HBR's 10 Must Reads for New Managers (with bonus article “How Managers Become Leaders” by Michael D. Watkins) (HBR's 10 Must Reads)

By: Harvard Business Review,Linda A. Hill,Herminia Ibarra,Robert B. Cialdini,Daniel Goleman

Develop the mindset and presence to successfully manage others for the first time. If you read nothing else on becoming a new manager, read these 10 articles. We’ve combed through hundreds of Harvard Business Review articles and selected the most important ones to help you transition from being an outstanding individual contributor to becoming a great manager of others. This book will inspire you to: Develop your emotional intelligence Influence your colleagues through the science of persuasion Assess your team and enhance its performance Network effectively to achieve business goals and for personal advancement Navigate relationships with employees, bosses, and peers Get support from above View the big picture in your decision making Balance your team’s work and personal life in a high-intensity workplace This collection of articles includes “Becoming the Boss,” by Linda A. Hill; “Leading the Team You Inherit,” by Michael D. Watkins; “Saving Your Rookie Managers from Themselves,” by Carol A. Walker; “Managing the High-Intensity Workplace,” by Erin Reid and Lakshmi Ramarajan; “Harnessing the Science of Persuasion,” Robert B. Cialdini; “What Makes a Leader?” by Daniel Goleman; “The Authenticity Paradox,” by Herminia Ibarra; “Managing Your Boss,” by John J. Gabarro and John P. Kotter; “How Leaders Create and Use Networks,” by Herminia Ibarra and Mark Lee Hunter; “Management Time: Who’s Got the Monkey?” by William Oncken, Jr., and Donald L. Wass; and BONUS ARTICLE: “How Managers Become Leaders,” by Michael D. Watkins. HBR's 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR's 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever‐changing business environment.

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202

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Harvard Business Review Press

Published Date

ISBN 10

1633693031

ISBN 13

9781633693036

Effective Human Relations

A Guide to People at Work

By: Paul B. Paulus,Catherine E. Seta,Robert A. Baron

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Effective Human Relations

A Guide to People at Work

By: Paul B. Paulus,Catherine E. Seta,Robert A. Baron

This study presents an introduction to the field of human relations, examining every major aspect of the relationships between people in work settings, including diversity, quality and work teams. The updated text aims to provide the practical skills and insights students need, and includes action exercises and case studies to help them apply the theoretical concepts to real-life situations.

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536

Publisher

Prentice Hall

Published Date

ISBN 10

0205163815

ISBN 13

9780205163816

Organizational Influence Processes

By: Robert W. Allen,Lyman W. Porter,H.L. Angle

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Organizational Influence Processes

By: Robert W. Allen,Lyman W. Porter,H.L. Angle

With more than two-thirds fresh material, this new updated edition of Organizational Influence Processes provides an overview of the most important scholarly work on topics related to the exercise of influence by individuals and groups within organizations. In selecting articles for inclusion the editors were guided by the conviction that the most useful and interesting way to view organizational influence is to take a directional approach - that is, to consider the process from the perspective of downward, lateral, and upward influence. They have organized the readings around this framework, preceded by an introductory group of articles dealing more generally with the nature of influence processes and power. The book includes both classic readings and the latest cutting edge research from some of the most respected experts writing in the field. It will be equally useful for any upper level undergraduate or graduate course concerned with organizational behavior, group behavior, leadership or power and politics.

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Page Count

711

Publisher

Routledge

Published Date

ISBN 10

1315290596

ISBN 13

9781315290591

Influence (rev)

The Psychology of Persuasion

By: Robert B. Cialdini,Robert B Cialdini, PhD PH.D.

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Influence (rev)

The Psychology of Persuasion

By: Robert B. Cialdini,Robert B Cialdini, PhD PH.D.

Learn the six psychological secrets behind our powerful impulse to comply." - cover.

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338

Publisher

Harper Collins

Published Date

ISBN 10

0688128165

ISBN 13

9780688128166

Influence

The Psychology of Persuasion

By: Robert B. Cialdini, PhD

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Influence

The Psychology of Persuasion

By: Robert B. Cialdini, PhD

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338

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Harper Collins

Published Date

ISBN 10

0061899879

ISBN 13

9780061899874

Yes!

50 Scientifically Proven Ways to Be Persuasive

By: Noah J. Goldstein,Steve J. Martin,Robert Cialdini

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Yes!

50 Scientifically Proven Ways to Be Persuasive

By: Noah J. Goldstein,Steve J. Martin,Robert Cialdini

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.

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273

Publisher

Simon and Schuster

Published Date

ISBN 10

1416571124

ISBN 13

9781416571124

The Knowing-doing Gap

How Smart Companies Turn Knowledge Into Action

By: Jeffrey Pfeffer,Robert I. Sutton

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The Knowing-doing Gap

How Smart Companies Turn Knowledge Into Action

By: Jeffrey Pfeffer,Robert I. Sutton

The market for business knowledge is booming as companies looking to improve their performance pour millions of pounds into training programmes, consultants, and executive education. Why then, are there so many gaps between what firms know they should do and waht they actual do? This volume confronts the challenge of turning knowledge about how to improve performance into actions that produce measurable results. The authors identify the causes of this gap and explain how to close it.

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348

Publisher

Harvard Business Press

Published Date

ISBN 10

1578511240

ISBN 13

9781578511242

The Renewal Factor

How the Best Get and Keep the Competitive Edge

By: Robert H. Waterman

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The Renewal Factor

How the Best Get and Keep the Competitive Edge

By: Robert H. Waterman

Shows how American business can bring new vitality to a department, a division, or a company by creating flexibility in corporate direction.

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388

Publisher

Bantam

Published Date

ISBN 10

0553273043

ISBN 13

9780553273045

Phishing for Phools

The Economics of Manipulation and Deception

By: George A. Akerlof,Robert J. Shiller

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Phishing for Phools

The Economics of Manipulation and Deception

By: George A. Akerlof,Robert J. Shiller

Why the free-market system encourages so much trickery even as it creates so much good Ever since Adam Smith, the central teaching of economics has been that free markets provide us with material well-being, as if by an invisible hand. In Phishing for Phools, Nobel Prize–winning economists George Akerlof and Robert Shiller deliver a fundamental challenge to this insight, arguing that markets harm as well as help us. As long as there is profit to be made, sellers will systematically exploit our psychological weaknesses and our ignorance through manipulation and deception. Rather than being essentially benign and always creating the greater good, markets are inherently filled with tricks and traps and will "phish" us as "phools." Phishing for Phools therefore strikes a radically new direction in economics, based on the intuitive idea that markets both give and take away. Akerlof and Shiller bring this idea to life through dozens of stories that show how phishing affects everyone, in almost every walk of life. We spend our money up to the limit, and then worry about how to pay the next month's bills. The financial system soars, then crashes. We are attracted, more than we know, by advertising. Our political system is distorted by money. We pay too much for gym memberships, cars, houses, and credit cards. Drug companies ingeniously market pharmaceuticals that do us little good, and sometimes are downright dangerous. Phishing for Phools explores the central role of manipulation and deception in fascinating detail in each of these areas and many more. It thereby explains a paradox: why, at a time when we are better off than ever before in history, all too many of us are leading lives of quiet desperation. At the same time, the book tells stories of individuals who have stood against economic trickery—and how it can be reduced through greater knowledge, reform, and regulation.

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296

Publisher

Princeton University Press

Published Date

ISBN 10

0691173028

ISBN 13

9780691173023

Pre-Suasion

A Revolutionary Way to Influence and Persuade

By: Robert Cialdini

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Pre-Suasion

A Revolutionary Way to Influence and Persuade

By: Robert Cialdini

Examines the art of effective persuasion to argue that its secret lies in a key moment before messages are delivered, sharing strategies for how to psychologically prepare one's listeners to render them most receptive.

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432

Publisher

Simon and Schuster

Published Date

ISBN 10

1501109790

ISBN 13

9781501109799

Influence

The Psychology of Persuasion

By: Robert B. Cialdini, PhD

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Influence

The Psychology of Persuasion

By: Robert B. Cialdini, PhD

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338

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Harper Collins

Published Date

ISBN 10

0061899879

ISBN 13

9780061899874

The small BIG

Small Changes that Spark Big Influence

By: Steve J. Martin,Noah Goldstein,Robert B. Cialdini

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The small BIG

Small Changes that Spark Big Influence

By: Steve J. Martin,Noah Goldstein,Robert B. Cialdini

At some point today you will have to influence or persuade someone - perhaps ask a colleague a favour, negotiate with a contractor or get your spouse to put out the recycling. In The small BIG, three heavyweights from the world of persuasion science and practice - Steve Martin, Noah Goldstein and Robert Cialdini - describe how, in today's information-overloaded world, it is now the smallest changes that lead to the biggest differences in results. Offering deceptively simple suggestions and explaining the extensive scientific research behind them, the small BIG presents over fifty small changes - from the little adjustments that make meetings more effective to the costless alteration to correspondence that saved a government millions. the small BIG is full of surprising, powerful - and above all, tiny - changes that could mean the difference between failure and success.

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Page Count

320

Publisher

Profile Books

Published Date

ISBN 10

1782830758

ISBN 13

9781782830757

Influence

Science and Practice the Comic

By: Robert Cialdini

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Influence

Science and Practice the Comic

By: Robert Cialdini

Dark forces seek to turn society into unthinking automatons by the use of weapons of mass influence. In this graphic adaptation of his bestseller, Cialdini becomes society's best hope in combatting compliance professionals throughout the world.

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ISBN 10

161066020X

ISBN 13

9781610660204

Yes!

60 secrets from the science of persuasion

By: Noah Goldstein,Steve J. Martin,Robert B. Cialdini

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Yes!

60 secrets from the science of persuasion

By: Noah Goldstein,Steve J. Martin,Robert B. Cialdini

Since its publication in 2007, Yes! has shown how small changes can make a big difference to everyone's powers of persuasion - both at work and at home. Every day, we face the challenge of persuading others to do what we want. But what makes people say 'yes' to our requests? Based on decades of research into the psychology of persuasion, this book reveals many remarkable insights that will help you be more persuasive both at work and at home. Co-written by the world's most quoted expert on influence, Professor Robert Cialdini, Yes! contains dozens of tips that you wouldn't want to miss out on - all of them scientifically proven to boost your powers of persuasion. This special tenth Anniversary edition features ten new chapters of updated research and fresh secrets of persuasion. You will find out how to stop your listeners getting bored, what you can do on your commute to increase your influence, and why being second place is worse than being third. Whether you want someone to promote you, take their medicine, reduce their carbon footprint or even give you their vote, Yes! shows how small changes in your approach can have a dramatic effect on your success.

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294

Publisher

Profile Books

Published Date

ISBN 10

178283303X

ISBN 13

9781782833031

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