The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, online applications, a new Principle for this edition, plus an additional 220 pages.
In the new edition of this highly acclaimed bestseller, Robert Cialdini— three-time New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly understandable and surprisingly useable. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.
You’ll learn Cialdini’s Universal Principles of Influence, including new research, new stories, new applications, new online examples, plus an entirely new universal principle of influences so you can become an even more skilled persuader. And just as significantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their simple, yet important nuances, you may be ceding their power to someone else.
Cialdini’s Principles of Persuasion:
- Reciprocation
- Commitment and Consistency
- Social Proof
- Liking
- Authority
- Scarcity
- Unity, a new Principle for this edition
Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is the comprehensive guide to using these principles to move others in your direction.
“This is the most important book ever written about the science of persuasion, and it just keeps getting better. I can’t imagine a more fascinating, more practical read.”
— Adam Grant, New York Times bestselling author of THINK AGAIN and ORIGINALS, and host of the TED podcast WorkLife
“If there is only book you ever read, if there is only one expert whose advice you’d trust, it is this book and this author, Robert Cialdini.”
— Angela Duckworth, Author of GRIT and Founder and CEO of Character Lab
“Anyone who wants their abilities in communication or negotiation to be at their highest level has to read Robert Cialdini's book “Influence.” Your knowledge base is simply incomplete without it.”
— Chris Voss, Author of the Wall Street Journal bestseller NEVER SPLIT THE DIFFERENCE
“Robert Cialdini has done the impossible: he has improved a masterpiece. The new version of “Influence” is a marvelously rich and engaging account of the subtle power that people exert on each other.”
— Daniel Kahneman, Nobel Prize laureate and author of THINKING FAST AND SLOW and NOISE
“The clouds have parted for everyone who wants to dent the universe. A new edition of what is already indispensable just got more so.”
— Guy Kawasaki, chief evangelist of Canva and creator of the Remarkable People podcast
“A remarkable effort and achievement. Influence remains the brilliantly-written treatise on fundamental principles of human behavior, with the addition of a timely new principle. “
— Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior at Stanford’s Graduate School of Business and author of Power: Why Some People Have It—and Other’s Don’t
“The new Influence is nothing short of a masterpiece. The writing is both timeless and worth reading immediately.”
— Joe Polish, Founder of Genius Network
“If you could read just one book on how to be more effective in business and life, I’d pick INFLUENCE. It’s a tour de force that Cialdini has somehow made more marvelous.”
— Katy Milkman, Wharton School Professor; host of Choiceology podcast; and author of How to Change
“In this update of his classic book, the world's most practical social psychologist shares his wisdom and reveals his charm. There's dynamite here. Please use what you learn with care!”
— Richard Thaler, Nobel Prize laureate and author of NUDGE and MISBEHAVING
“Influence richly deserves its status as the definitive book on the subject. I learned so much from this revised edition, and so will you."
— Tim Harford, author of The Data Detective (US) / How To Make The World Add Up (UK)
