Influence: The Psychology of Persuasion, Revised Edition

Author: Robert B. Cialdini
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About This Book

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.

Comments

by pygy_   2018-03-28
> But you're still an adult who is fully responsible for your actions.

That's what the law says, and maybe what you believe but there is a lot of scientific evidence to the contrary.

See https://www.amazon.com/Influence-Psychology-Persuasion-Rober... for an oversight of (some of) the ways you can be manipulated.

by tmuir   2018-03-16
"There's no words that can make robots out of people"

How do you explain cults? How do you explain the effects of advertising? How do you explain the uniform levels of discipline achieved by basic training? How do you explain phone scammers? How do you explain the success of the public relations industry? How do you explain Bernie Madoff? How do you explain cigarette smokers? How do you explain the effects of what we refer to as echo chambers? Everyone of these consists of people being programmed or brainwashed in one way or another.

You hear the word brainwashing and immediately think of someone thats hypnotized, or a zombie, the typical hollywood trope. But its a far more common thing.

If you're interested in reading about this, there is a book by a psychologist named Robert Cialdini, called Influence, the Psychology of Persuasion.

https://www.amazon.com/Influence-Psychology-Persuasion-Rober...

One interesting persuasion trick is to start with extreme opening bids in negotiation, and then back off to what you really want. This is how the actors of Watergate were able to convince others to go along with the plan to break in to the Watergate. The original plan was far more involved, with a $1,000,000 budget, and included kidnappings. G Gordon Liddy used this as an extreme opening bid, and eventually convinced everyone that what eventually took place was a reasonable compromise. After, its not like they kidnapped anyone, and they only needed $250,000.

by DyslexicAtheist   2018-02-14

  - Nassim N. Taleb: Black Swan and Antifragile[0]
  - Robert Cialdini: Influence: The Psychology of Persuasion[1]
  - Franklin Foer: World Without Mind: The Existential Threat of Big Tech[2]
  - Herbert Marcuse: One-Dimensional Man: Studies in the Ideology of Advanced Industrial Society[3]
[0] https://www.amazon.com/Black-Swan-Improbable-Robustness-Frag...

[1] https://www.amazon.com/Influence-Psychology-Persuasion-Rober...

[2] https://www.amazon.com/World-Without-Mind-Existential-Threat...

[3] https://www.amazon.com/One-Dimensional-Man-Ideology-Industri...

by joekim   2017-08-20
Whether or not you have the "right" to be rude, I think the more cordial we are the more we can align around learning through discussion.

If someone is rude to someone who's mistaken that could help them unlearn something, but more likely they will become more entrenched because of consistency principle.

Cialdini talks a lot about consistency principle in his book the "Influence: The Psychology of Persuasion"

https://www.amazon.com/Influence-Psychology-Persuasion-Rober...

by gknoy   2017-08-20
For anyone else who was interested in looking this up on Amazon:

https://smile.amazon.com/Influence-Psychology-Persuasion-Rob...

by BeetleB   2017-08-20
>It seems to me that the biggest difference is the extent to which the average internet user gets his content from other internet users (reddit, facebook, twitter, etc) instead of designated content creators with reputations to uphold.

This is as old as humanity, and has always been the case for the majority. See the chapter "Social Proof" in the book "Influence":

https://www.amazon.com/Influence-Psychology-Persuasion-Rober...

by lpolovets   2017-08-19
Category 1:

- Simple Heuristics That Make Use Smart by Gigerenzer, et al. (http://www.amazon.com/Simple-Heuristics-That-Make-Smart/dp/0...). I have heard good things about this book but have not read it yet.

Category 2:

- Think Twice by Mauboussin (http://www.amazon.com/Think-Twice-Harnessing-Power-Counterin...)

- Influence by Cialdini (http://www.amazon.com/Influence-Psychology-Persuasion-Busine...)

Category 3:

- You already mentioned Michalko, but his other book, Thinkertoys, is also very good (http://www.amazon.com/Thinkertoys-Handbook-Creative-Thinking...)

Category 5:

- Switch by the Heath brothers is excellent (http://www.amazon.com/Switch-Change-Things-When-Hard/dp/0385...)

by ShabbyDoo   2017-08-19
I'm reading this book now but prefer Caldini's _Influence_ (http://www.amazon.com/Influence-Psychology-Persuasion-Busine...) because it takes a more systematic approach to understanding what persuades others. For example, a chapter is dedicated to "social proof" and relevant experiments showing its power and subtleties are discussed.
by mherdeg   2017-08-19
Something about the human instinct to pattern-match compels me to point out that this is the "reciprocity" principle of influence spelled out by Cialdini's 1984 book "Influence: The Psychology of Persuasion", .
by UptightDowntown   2017-08-19

Oh wow, great question :)

 

Gyorgy Kepes - The Language of Vision . The language feels kind of stilted and excessively formal by today's standards, making the book a bit of a slog, but the contents of the book make up for it. It's a very rewarding read.

Make sure you also get a good grounding in Gestalt principles. I don't have a book to recommend for that, but there's a lot of good online articles about them. Just google Gestalt design.

Also consider behavioral psychology, since it'll give you a lot of insights that are useful in design. You probably know some of the classics of that genre:

Predictably Irrational

Thinking, Fast and Slow

Influence: The Psychology of Persuasion

 

We also might be able to give you more info if you tell us what specifically you're hoping to learn and what kind of design you're most interested in.