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Posted 20 hours ago

Influence, New and Expanded: The Psychology of Persuasion

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ZTS2023
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Let's just say my expectations were exceeded and I will be giving this book multiple listens with my notepad.

Many of the strategies outlined in this book are tactics of psychological manipulation and therefore beneficial only for immediate, short term, impulsive human response. For example, after the 1980 American Olympic hockey team victory over Russia's team, scalpers swarmed outside the hockey arena.I think it would have been better if he had simply rewritten it because aside from all of the forced conclusions and so forth, the mixture of outdated references and haphazardly injected contemporary material feels schizophrenic. Likewise, we are more likely to spend a higher amount on alloy rims if we have spent a fair deal on the car.

However, after reading this for a third time already, and also considering I’ve been working in an environment where I was trained extensively in all matters of communication, I can’t really blame the book for not telling me something new. I've read influence, the psychology of persuasion so many times I can mostly recite it, so I was wondering how much value there would be in this new and expanded version. or higher, and if you still can't make it work for your ears, get your hands on a print or Kindle version--you won't regret it! The big five are: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, Scarcity.In his almost story-like narrative, the author has at times over-communicated or repeatedly emphasized a particular phrase often to benefit of the reader.

Influence describes the six categories of techniques that have the potential to influence us without our conscious awareness. But the feel of the writing was so juvenile and repetitive that I can't recommend this book to anyone. When asked about an experiment, they will insist that the given technique won't work, but when actually involved in the experiment, will fall for it almost every time. 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.Example: a waiter who advises against a more expensive item early in the meal will gain the trust of everyone at the table, and then he can suggest more expensive items and more items through the course of the meal. I don't even recommend this as a historical example of how salespeople and other influence experts may have been taught; it's that bad. It also shows how to defend against certain communication techniques, or how to use them yourself to achieve the desired outcome in negotiations. The other important principles that marketing agents employ to get our assent are: Reciprocation, Commitment and Consistency, Friendliness, Authority and Scarcity. Cialdini is, by all accounts, a charismatic public speaker and lecturer, so it's clear the man knows how to hold a live audience's attention.

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