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Роберт Чалдини

Influence: The Psychology of Persuasion

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Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.
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416 printed pages
Publication year
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  • Anastasia Gaydashenkoshared an impression5 years ago
    👍Worth reading
    💡Learnt A Lot

  • b9281010009shared an impression8 years ago
    💡Learnt A Lot


  • njjjjhgyjhas quoted5 months ago
    We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves
  • njjjjhgyjhas quoted6 months ago
    that, for the emergency victim, the idea of “safety in numbers” may often be completely wrong. It might be that someone in need of emergency aid would have a better chance of survival if a single bystander, rather than a crowd, was present. To test this unusual thesis, Darley, Latané, their students and colleagues performed a systematic and impressive program of research that produced a clear set of findings. Their basic procedure was to stage emergency events that were observed either by a single individual or by a group of people. They then recorded the number of times the emergency victim received help under those circumstances.
    In their first experiment, a New York college student who appeared to be having an epileptic seizure received help 85 percent of the time when there was a single bystander present but only 31 percent of the time with five bystanders present. With almost all the single bystanders helping, it becomes difficult to argue that ours is “The Cold Society”
    where no one cares for suffering others. Obviously it was something about the presence of other bystanders that reduced helping to shameful levels.
    Other studies have examined the importance of social proof in causing widespread witness “apathy.” They have done so by planting within a group of witnesses to a possible emergency people who are rehearsed to act as if no emergency were occurring. For instance, in another New York—based experiment, 75 percent of lone individuals who observed smoke seeping from under a door reported the leak; however, when similar leaks were observed by three-person groups, the smoke was reported only 38 percent of the time. The smallest number of bystanders took action, though, when the three-person groups
  • njjjjhgyjhas quoted6 months ago
    The greater the number of people who find any idea correct, the more the idea will be correct. The group’s assignment was clear; since the physical evidence could not be changed, the social evidence had to be. Convince and ye shall be convinced!6

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