Influence: Science and Practice

This book is an amazing story of how humans get "hooked in". This is a must read for budding sales people and experienced sales people alike. It will truly change your perspective and make you better at what you do. I never would have thought, before reading this book, that social psychology was a science. I was totally immersed in the book from start to finish.

I notice that a lot of people who buy this book also buy Influence: The Psychology of Persuasion (Amazon have an offer on the pair). Well, I haven't read that book but I did notice the following comment in the FAQ section of Cialdini's own website (influenceatwork.com):

On the question: "What's the difference between Influence: The Psychology of Persuasion and Influence: Science and Practice?", the basic answer from Cialdini is that Science and Practice is an updated book and "generally... a more complete discussion of the topic. We do not recommend purchasing both books." His words, not mine, but I hope this helps.

I'm not in marketing, but I found this book both fascinating and revealing. We were actually presented with a copy each on a "Communicating with Passion" course I went on, because it is so helpful in understanding human behaviour.

Not only does it allow the salesman/marketer to understand techniques on how to get people to do what you want, it also allows you, the "victim" to understand ways in which a salesman is trying to influence YOU, and this is what makes it such as good book. I can now spot attempts at invoking the principles of reciprocation, commitment, scarcity etc. at 100 paces.

Buy it - it will both entertain you and save you money and grief.

Seminal book, it has influenced most other books in fact.

If you are to read just one book on the subject, this one should be it.
It figures in the 'must read' bibliography of every other book on influence.

I've just finished this book. Wow it was mind blowing!

I'm not going to reiterate all the brilliant reviews made about this book, suffice to say it is a useful guide for going into negotiations and other situations were undue and unfair influence might occur. For example, how to deal with dirty influence tricks or even just pushy salesmen, estate agents or recruitment consultants - you can see the tatics that are being used and side step them or use their tricks against them for your own advantage.

An amazing book. Read it for your own sake.