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Great book on influence!

  • Jan 31, 2007
  • by
There are two main reasons to read this book.

1. You want to influence someone.
2. You want to be aware of when someone is trying to influence you.

The author provides a very well written book that in my opinion is the bible of influence. The book has 7 chapters, 6 of them cover reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. Pretty basic human needs/emotions, but they really do drive most of our actions whether we realize it or not.

If you are in sales, or any business where you need to influence or convince people to see it from your side, you should read this book. It does not matter what you sell, these weapons of influence will help you.

The author does a great job describing how these tools work. He usually sums it up in a story of how it was used on him. I guess he had to research these techniques because everyone on the planet seemed to be using them on him to get him to buy everything they had to sell.

All the chapters are backed up with numerous studies as to why they work. The examples range from monkey hierarchy to children, to the kool-aid drinking Jim Jones followers in Guyana. The kool-aid incident makes a lot more sense now that I understand why they did what they did.

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More Influence: The Psychology of P... reviews
review by . December 16, 2010
Sophie Gonin, Broker
I first read "Influence: The Psychology of Persuasion," by Dr. Robert B. Cialdini, when I was in college at SDSU (Go Aztecs!). Reading this book gave me a new appreciation and for sales, marketing and advertising. For the first time, I saw those careers as "sciences" of sorts. Ultimately, in sales, marketing and advertising it's about psychology and sociology. There is a trigger, a cause and a reaction. Personally, I think that the smartest individuals are those who can teach, …
review by . July 25, 2009
Although this is not a new book, its insights remain as true today as ever. Robert Cialdini dissects the way people are convinced to do things, and presents them in a one-item-per-chapter format.      His basic thesis is that the brain is designed to make snapshot decisions in order to survive, and while many of the cues its based upon are helpful (ie. seeing people running from a burning building), many have become designed to deceive (ie. the attractive salesperson drawing …
Quick Tip by . July 03, 2010
good, but I didn't find much original information in here
Quick Tip by . June 16, 2010
Good book I'm reading it now.
review by . September 20, 2007
Someone just replaced my sales six shooter with an AK-47. Wow! This is a very valuable book, not just for sales but for life. He has five main areas on what influences us. I have used them all, but now I really know how to use them: Reciprocation ( I give you a bit to get a lot) , Commitment and consistency (If I get you to state in public what you will do, you will likely do it), Social Proof (If you see others doing it you will too), Liking, (All I need is you to like me and if I provide a good …
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Member Since: Aug 28, 2010
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About this book


Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential book for understanding the psychological foundations of marketing. Recommended.
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Books, Nonfiction, Marketing, Sales, Robert Cialdini


ISBN-10: 0688128165
ISBN-13: 978-0688128166
Author: Robert B. Cialdini
Genre: Consumer Behavior, Applied Psychology, Motivational, Success
Publisher: Collins
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