eBook Robert B. Cialdini ☆ Influence How and Why People Agree to Things PDF/EPUB ☆

Znakomita książka z dziedziny psychologii społecznej prezentująca techniki wywierania wpływu skierowana jest do wszystkich zainteresowanych wpływaniem na innych ludzi oraz tych którzy pragną obronić się przed niepożądanym oddziaływaniem bądź manipulacją Książka skierowana jest do osób które zawodowo zajmują się wpływaniem na innych do dziennikarzy i psychologów kierowników i negocjatorów specjalistów od reklamy i marketingu prawników i ekonomistów nauczycieli i wychowawców Służyć może wiedzą i pomocą zarówno tym którzy chcą wpływać na innych jak i tym którzy pragną się obronić przed niepożądanym wpływem


10 thoughts on “Influence How and Why People Agree to Things

  1. says:

    Summary This book can’t be summarized It can only be very very strongly recommendedRecommended? YES Buy it now if you haven’t read itTable of contents1 Weapons of Influence2 Reciprocation The Old Give and Takeand Take3 Commitment and Consistency Hobgoblins of the Mind4 Social Proof Truths Are Us5 Liking The Friendly Thief6 Authority Directed Deference7 Scarcity The Rule of the FewNotesBelow are my key takeaways and some interesting points but I’m telling you Buy it Read it Trust me Expensive implies uality Example gems in a jewel case that weren’t selling were marked up and then sold at a “discount” to the markup a price higher than the original price and they sold like hotcakes Power of contrast Example If you go into a men’s store they’ll try and sell you an expensive suit before the sell you the expensive sweater because the contrast makes the sweater appear affordable Reciprocity Example If someone buys you something say a Coke you’re likely to by something from them say raffle tickets Concession Example If someone tries to sell you something and you pass say 5 of 1 raffle tickets they’ll try and sell you something less that you’ll end up buying because you feel bad 1 1 raffle ticket Another term used here is “reject then retreat” Commitment leads to consistency leads to collaboration Example During the Korean war the Chinese got American soldiers to make public commitments of various things Then they made those commitments even public which the American soldiers had to stand by to be consistent That consistency then led them down a path of minor forms of collaboration – without them really thinking about it as such Writing something down even privately strengthens your commitment to something People like and believe in commitment because their image and reputation is on the line ie the Chinese concentration camp example above People like what they struggle to get even if it’s not that good Example frats hey it’s in the book don’t hate the messenger People like to feel they have control over a decision – even if they really don’t The power of social proof or the idea that if others do it it’s good Example introverted pre schoolers who saw introverted kids become social in a movie were inclined to go play Another example cults People follow the crowd because they believe in the “wisdom” of the crowd Convince and you shall be convinced Example cults where people who convince or convert others become convinced that’s why so many are evangelical Assign responsibility if you want things done Example a stabbing that took place over many minutes had 38 witnessesit happened cause everyone figured someone else would call the police The power of copycats that’ll play on social proof Example if you find a wallet of someone like you and you’re likely to return it it’s true Another scary example suicides when the press publicizes a suicide fatal “accidents” too Liking is an important part of influence Attractiveness similarity identity and context compliments contact cooperation all can make someone influential The reason good copbad cop works is because the subject feels someone is on their side Associations are powerful Bearers of good news get treated well and bad news get treated poorly Examples weathermen or Roman messengers reporting lost battles People tend to defer to authorityexperts Examples experiments involving shock therapy where people listened to a guy in a lab coat to inflict pain on another human being incredible how strong this is The power of connotations and context over content and how it can imply authority Titles and clothing do this Gaining trust Example a waiter who advises against a expensive item early in the meal will gain the trust of everyone at the table and then he can suggest expensive items and items through the course of the meal Scarcity is powerful There’s a psychological reactionpeople don’t want to lose their freedom and don’t want to lose This plays to a second point competition Invite 3 used car buyers at the same time and you’ll sell the car faster A cookie is attractive if there are two of them than if there are 10 of them Always as yourself when something is scarce will the cookie taste as good if there are 10 of them? Plus if you saw that the number went from 10 to 2 you want it even It can even lead to revoltwhen something is given and then taken away people get mad; if something is never given at all they don’t know what they’re missing “It appears that commitments are most effective in changing a person’s self image and future behavior when they are active public and effortful” “The most influential leaders are those who know how to arrange group conditions to allow the principle of social proof to work maximally in their favor” “Social proof is most powerful for those who feel unfamiliar or unsure in a specific situation and who conseuently must look outside of themselves for evidence of how to best behave there”


  2. says:

    Another one of those business books where it's a good read if you haven't read any others from the same genre but with the same basically formula where they keep repeating information that can be condensed down into a few pages and which every other business book will tell you but of course they'll rephrase it If you haven't ever thought much about the influence of the way you talk to people and vice versa I'm sure this can be very eye opening If you're pretty self aware or have contemplated how difference in you behavior can affect that of others then you're going to just find most of the things in these books to be obvious


  3. says:

    I don't understand why so many people rated this book so highly It panders to the audience by using overly simple language and repeating the same idea 5 times to make sure that the reader really understood Example from memory People are heavily influenced by society Society shapes our choices Our choices are influenced by the people around us There are countless examples of one's choices being swayed by his or her peers Thanks I got it the first time The first and second weapons of influence were interesting and thought provoking Reciprocity and consistency The third to sixth weapons were just plain obvious Social proof ie a group's preference influences your own? No shit Liking ie someone similar to be persuasive to you? OK obvious Authority ie power leads to persuasive ability? sarcastic Wow Scarcity ie perceiving scarcity leads to increased desire of a resource? Mildly surprising The author must have read about the device of repetition just before writing this book and used the book for practice The amount of times that he used click whirr to illustrate the metaphor or playing a tape in our heads to produce automatic action made me want to scream Also cassette tapes were out of style by the time I was in high school His choice phrase for people who consciously used these weapons of influence were wait for it COMPLIANCE PRACTITIONERS Just call them influencers or something less vomit inducing buddy The author updated the edition for the printing in 2007 He should have just done a reprint with a new foreword or something because the result of the update is a total failure 90% of the references are still from the mid 80's or before A discussion about the future of communicating with computer has one puny line added to it about how everyone uses the Internet now To be fair some of the conclusions drawn and the research presented were very interesting But the feel of the writing was so juvenile and repetitive that I can't recommend this book to anyone I'm sure there are much better books on the topic


  4. says:

    Six weapons of influence1Reciprocation People tend to return a favor Thus the pervasiveness of free samples in marketing In his conferences he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthuake despite Ethiopia suffering from a crippling famine and civil war at the time Ethopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethopia in 1937 2Commitment and Consistency If people commit verbally or in writing to an idea or goal they are likely to honor that commitment Even if the original incentive or motivation is removed after they have already agreed they will continue to honor the agreement For example in car sales suddenly raising the price at the last moment works because the buyer has already decided to buy See cognitive dissonance 3Social Proof People will do things that they see other people are doing For example in one experiment one or confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing At one point this experiment aborted as so many people were looking up that they stopped traffic See conformity and the Asch conformity experiments 4Authority People will tend to obey authority figures even if they are asked to perform objectionable acts Cialdini cites incidents such as the Milgram experiments in the early 1960s and the My Lai massacre 5Liking People are easily persuaded by other people that they like Cialdini cites the marketing of Tupperware in what might now be called viral marketing People were likely to buy if they liked the person selling it to them Some of the many biases favoring attractive people are discussed See physical attractiveness stereotype 6Scarcity Perceived scarcity will generate demand For example saying offers are available for a limited time only encourages sales


  5. says:

    I put this book under dangerous knowledge Cialdini still a top consultant in this field has a tiny disclaimer at the end of the book saying how he's aware that this knowledge could be misused but doesn't go much further I see this stuff abused all the time to spin democracies to go to war to sell us products and services we don't really need and much much I've been wanting to start an ethics institute around this topic Interested? Write me


  6. says:

    Reuired reading for all marketing professionals The book details the most common approaches to influencing the decisions of others backed up by the authors time spent infiltrating direct marketing companies and the like Offers handy hints on how to spot when you're being manipulated and how to handle itA very enjoyable read should leave you much aware of how you're being played next time you're in the market for a used car


  7. says:

    A couple of months ago I read somewhere that when it comes to the psychology of persuasion and influence Cialdini is the “daddy” of this subject I chuckled and moved on But then a few days ago I found myself in a bookstore holding this book and heading to the counter I came back home and devoured it chapter by chapter awestruck and flabbergasted by the sheer brilliance of the psychology of persuasion Cialdini is no novice apart from being an academic scholar and researcher who conducted innumerable experiments over the course of his career; He spent three years in field researching for this book He entered into programs offered by different business enterprises and marketing agencies to train sales staff and dealers in ‘the art of persuasion’ Cialdini explains the science at work behind the curtains of this ‘art show’ in this book We live in a consumer society Our markets survive and thrive on mass consumption of products that are neither necessities nor luxury but still they find their way to our homes right through our pockets Why and how it happens how we are convinced and persuaded to do something we really don’t need or want to do? Why in certain situations we are unable to fight the temptation to buy something we have no use of? How exactly do we fall for these marketing gimmicks? This book has the answerFor our convenience our brain has evolved some fixed action patterns patterns that we follow almost blindly without any recourse to reason or logic Why we do this? Because our brain has been programmed this way and because by doing this we don’t have to think too hard it seems natural and effortless almost as if it is the most obvious and right thing to do This ‘shortcut’ of ours is exploited almost everyday by people who are trying to sell us something Cialdini repeatedly uses the term ‘click whirr’ which explains our behavior patterns when we encounter a situation for which we have a ‘programmed reaction’ What the situation does is that it appeals to our conscious mind with a red flag signal A file is ‘clicked open’ as a result and ‘whirr’ out rolls the standard seuence of behaviors view spoilerFor instance if a thing is expensive it is good If a thing is rare it is precious Likewise we are likely to spend a higher amount on alloy rims if we have spent a fair deal on the car The we spend on our suit the we are likely to spend on shoes and tie This is due to the contrast principle which is that on spending a high amount of money on an expensive thing we are likely to spend money on something less expensive than the initial product but which is still expensive enough if compared to its alternatives in the market Click whirr The we spend on the first thing the we are likely to spend on the second and the third hide spoiler


  8. says:

    Not a runaway train of rapturousness like 1776 Moneyball or Outliers but like Anna Karenina it seems to encompass all of life and address all of life's important issues I would recommend this to anyone and will definitely listen to it againI tired one of his techniues on a colleague I had been chasing for week and it worked like a charm within an hour so 1 for 1


  9. says:

    Yesterday I had to kill a couple hours and happened to have this tiny audiobook on my phone it turned out to be an instructive readThe author offered six principles of influence ie getting people to comply or say yes reciprocation scarcity authority consensus commitment and liking he identified three agents who apply these principles with various degree of success a bungler a smuggler and a sleuth; this was an alternative approach to give application tips than say using to do and not to do listsThe examples were mostly business cases although according to the author the principles also apply to other facets of life Here are some practical tips included One can sell expensive item by showing the top of the line first and then working down When someone thanks you for a sizable favor you did him instead of saying it was nothing say listen you'd do the same for me to remind the person to reciprocate in the future When selling something highlight the benefits the person stands to lose by not choosing your product as people are motivated by the thought of losing something than that of gaining something A leader instead of simply using a poll should communicate to the team that each member's input will be a factor into the euation of a decision although might not be the deciding factor A commitment will most likely produce lasting changes when it's active public and voluntary The factors that lead to liking similarity praise and Cooperation I would not disagree that those are little than common sense and one must have read iterations of them in other psychology self help books Also the six principles are no way exhaustive in the arts of influencingAnd yet this was a nice little framework and to me there would have certainly been less fun ways to pass time than listening to this book


  10. says:

    Social Proof People will do things that they see other people are doing For example in one experiment one or accomplices would look up into the sky; the accomplices the likely people would look up into the sky to see what they were seeing At one point this experiment aborted as so many people were looking up that they stopped trafficScarcity Perceived scarcity will generate demand For example saying offers are available for a limited time only encourages salesLiking People are easily persuaded by other people that they like Cialdini cites the marketing of Tupperware–people were likely to buy if they liked the person selling it to them Some of the many biases favoring attractive people are discussedReciprocity People tend to return a favor Thus the pervasiveness of free samples in marketingCommitment and Consistency If people agree to make a commitment toward a goal or idea they are likely to honor that commitment However if the incentive or motivation is removed after they have already agreed they will continue to honor the agreement For example in car sales suddenly raising the price at the last moment works because the buyer has already decided to buyAuthority People will tend to obey authority figures even if they are asked to perform objectionable acts