Influence, New and Expanded Book Summary
The Psychology of Persuasion
TL;DR
Robert B. Cialdini's 'Influence, New and Expanded' reveals the psychology behind why people say yes, offering seven principles to enhance persuasion and defend against manipulation.
What is Influence, New and Expanded about
Influence, New and Expanded by Robert B. Cialdini, PhD, delves into the psychology of persuasion, explaining why people say 'yes' and how to leverage this knowledge in ethical ways. This revised edition introduces new research, insights, and examples, expanding upon the original six principles of influence to include a seventh, unity. Cialdini's accessible writing, supported by 35 years of scientific research, ensures readers from all backgrounds can understand and apply these principles in both business and everyday settings.
Influence, New and Expanded 7 Key Takeaways
Reciprocity
People tend to return favors. By offering something first, you can elicit a sense of obligation in others to reciprocate.
Commitment and Consistency
Once people commit to something, they are more likely to follow through. This principle highlights the power of small initial commitments leading to larger commitments.
Social Proof
People look to the actions of others to determine their own. Demonstrating that others have taken a particular action can persuade others to follow suit.
Liking
People are more easily influenced by those they like. Building rapport and finding common ground can enhance your persuasive power.
Authority
People defer to experts and those in positions of authority. Demonstrating your credibility or expertise can significantly boost your influence.
Scarcity
People value things more when they are scarce. Highlighting the limited availability of an opportunity or resource can increase its perceived value.
Unity
People are influenced by those with whom they share identities. Emphasizing shared group memberships or identities fosters a stronger connection and influence.
Top Influence, New and Expanded Quotes
- "People prefer to say yes to those they like."
- "The truly gifted negotiator must be able to understand how the principles of influence work and use them ethically."
Who should read Influence, New and Expanded?
Influence, New and Expanded is ideal for business professionals, marketers, negotiators, and anyone interested in understanding the psychology of persuasion. Readers will gain valuable tools for ethical influence and protecting themselves from manipulation.
Influence, New and Expanded Best Reviews
- The New York Times: 'Cialdini's Influence is a masterclass in understanding the psychology of persuasion. The updated edition adds valuable new insights for the digital age.'
- Adam Grant, author of Originals: 'This book is a must-read for anyone looking to understand the science of influence. Cialdini's new additions make it even more relevant today.'
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Influence, New and Expanded FAQs
What are the 7 influences of Cialdini?
The 7 principles of influence outlined by Cialdini are reciprocity, commitment or consistency, social proof, liking, authority, scarcity, and unity.
What is the main idea of Influence by Robert Cialdini?
The main idea is to explore the principles of persuasion that explain why people say 'yes' and how to ethically apply these principles in various contexts.