In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini, an expert on influence and persuasion, explains the psychology of why people say yes and how to apply these principles ethically in business and business situations. used eve ...
In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini, an expert on influence and persuasion, explains the psychology of why people say yes and how to apply these principles ethically in business and business situations. used every day.
You'll learn the six universal principles of influence and how you can use them to become a skilled persuader—and just as importantly, how you can defend yourself against unfair influence attempts:
Law of Reciprocation: An inner pull to repay what someone else has provided for us.
Commitment and Consistency: Once we have made a choice or position, we strive to consistently commit to it in order to justify our decisions.
Principle of social stability: When we are unsure about something, we look for similar people to do the right thing for us. And the more people do that action, the more correct that action is.
Likeability: the tendency to agree with people we like and, equally important, the tendency of others to agree with us if we like them.
Competence: We are more likely to say "yes" to others who are experts, and who have more knowledge, experience, or expertise.
Scarcity: We want more of what is less available or at risk.
The six ethical principles are inexpensive and deceptively easy to understand and apply. Based on Dr. Cialdini's 35 years of evidence-based scientific research, as well as a three-year field study of what drives people to change behavior - The Book of Influence, a comprehensive guide to effectively using these principles to strengthen your ability to Change the behavior of others.
We are using technologies like Cookies and process personal data like the IP-address or browser information in order to personalize the content that you see. This helps us to show you more relevant products and improves your experience. we are herewith asking for your permission to use this technologies.
4 (0 rating by our users)
