Influence

出版者:Allyn & Bacon

作者:Robert B. Cialdini

页数:262

出版时间:2000-06-29

价格:USD 22.99

装帧:Paperback

isbn号码:9780321011473

具体描述

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. New Reader's Reports are included in the Fourth Edition and illustrate how readers have used one of the principles or have had a principle of influence used on them. </P>

作者简介

Harvard Business Review lists Dr. Cialdini’s research in “Breakthrough Ideas for Today’s Business Agenda.” Influence has been listed on the “New York Times Business Best Seller List.”

Fortune Magazine lists Influence in their “75 Smartest Business Books.” CEO Read lists Influence in their “100 Best Business Books of All Time.”

Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

His books including, Influence, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies, is a New York Times Bestseller and has been published in over 30 languages. His co-authored books include Yes! and The Small Big. His newest book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, is the result of many years of scientific research combined with Cialdini’s engaging style to make each chapter memorable and meaningful. It will be released on September 6th, 2016.

Because of the world-wide recognition of Dr. Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.”

Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Dr. Cialdini is CEO and President of INFLUENCE AT WORK; focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program.

Dr. Cialdini’s clients include such organizations as Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, Prudential, The Mayo Clinic, GlaxoSmithKline, Harvard University – Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.

目录信息

All chapters conclude with “Summary” and “Study Questions.”
Preface.
Introduction.
1.Weapons of Influence.
Click, Whirr.
Betting the Shortcut Odd.
The Profiteers.
Jujitsu.
Reader's Report.
2.Reciprocation: The Old Give and Take … and Take.
How the Rule Works.
Reciprocal Concessions.
Rejection-Then-Retreat.
Defense.
Reader's Report.
3.Commitment and Consistency: Hobgoblins of the Mind.
Whirring Along.
Commitment Is the Key.
Defense.
Reader's Report.
4.Social Proof: Truths Are Us.
The Principle of Social Proof.
Cause of Death: Uncertain(ty).
Monkey Me, Monkey Do.
Defense.
Reader's Report.
5.Liking: The Friendly Thief.
Making Friends to Influence People.
Why Do I Like You? Let Me List the Reasons.
Conditioning and Association.
Defense.
Reader's Report.
6.Authority: Directed Deference.
The Power of Authority Pressure.
The Allures and Dangers of Blind Obedience.
Connotation Not Content.
Defense.
Reader's Report.
7.Scarcity: The Rule of the Few.
Less Is Best and Loss Is Worst.
Psychological Reactance.
Optimal Conditions.
Defense.
Reader's Report.
8.Instant Influence: Primitive Consent for an Automatic Age.
Primitive Automaticity.
Modern Automaticity.
Shortcuts Shall Be Sacred.
References.
Credits.
Index.
· · · · · · (收起)

读后感

最近重读了《影响力》，这至少是第三遍或第四遍读它了，在读过诸多行为心理学，社会心理学书籍之后，这次重读对书中列举的各种例子和试验背后的心理因素了如指掌，深感又拉近了与当初西奥迪尼写这本书时境地的距离。好书就是这样的牛逼，你知道作者的境界在那里，但你却只能通...  

影响力―――― 这是一本在谈判，生活，销售，心理皆有所得的书。这些被现实演绎的真理，编辑成了白纸黑字，又能让读者还原到自己的现实中。不好给此书分类，不过读必有所获，值得推荐。 首先要肯定，作者提到的这些影响力，大多数情况下，对我们的是有很大帮助的。这个世界太...  

◇◇新语丝(www.xys.org)(xys.dxiong.com)(xys.dropin.org)(xys-reader.org)◇◇ 　　《影响力》遇窃记 　　张力慧 　　我是92、93年的时候第一次读到《影响力》原著的。当时我在斯坦福大学读 博士学位，选修了一门叫“组织行为”的课，《影响力》就是这门课的教材。 《影响...

影响力，说到底是一个心理学的问题。 技巧是多样的，关键是懂得要散发影响力，需要让对象置于何种心理下。 诚实勇敢正直会有最大的影响力。 当人们觉得你有足够好的品质，这种心理下，你会有最大的影响力。 所谓大巧不工，大智若愚，正是如此。 就像降龙十八掌，内力足够...  

用户评价

A good story-teller, whereas a tedious textbook

mental shortcut-Reciprocity,Consistency,Social proof, Authority, Scarcity, Liking 作者有讲故事的技巧，心理学实验，轶闻，穿插起来解释心理学理论，让人觉得很有趣。

很好读，全是各种小故事和案例。一些理论读过能立刻联想到自己的实际经验。但真的有用吗，能识别套路但还是被套路。。

很好读，全是各种小故事和案例。一些理论读过能立刻联想到自己的实际经验。但真的有用吗，能识别套路但还是被套路。。

managing people required book 3