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Publisher's Summary

The foundational and wildly popular go-to resource for influence and persuasion - a renowned international best seller, with over five million copies sold - now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed best seller, Robert Cialdini - New York Times best-selling 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 easy. 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 and new uses so you can become an even more skilled persuader - and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini’s Principles of Persuasion:

  • Reciprocation
  • Commitment and Consistency
  • Social Proof 
  • Liking 
  • Authority
  • Scarcity
  • Unity, the newest 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 a comprehensive guide to using these principles to move others in your direction.

Supplemental enhancement PDF accompanies the audiobook.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio. 

©2021 Robert B. Cialdini (P)2021 HarperCollins Publishers

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What listeners say about Influence, New and Expanded

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    5 out of 5 stars

A must read if you are a breathing homo sapien

I read this book once every ten years and it may be one of the foremost reasons I can still afford to provide for those I care about while finding pleasurable activities to indulge in. a must read for anyone in any line if you ever deal with primates.

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  • M
  • 2021-07-22

Wish I read it 10 years ago

Fascinating evidence-based insight & great stories. Great defense against fast talking swindlers.
Narration is slow, so recommend speeding up to >1.3x

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    5 out of 5 stars

Ever dream of opening up your own used car lot?

Excellent book, it taught me everything I need to know in order to open up a used car lot! Thanks Robert Cialdini! I'm kidding of course, it was a very insightful book.

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  • Truth Seeker
  • 2021-05-04

The worst narration I’ve ever experienced!

This work is a classic now expanded and updated to fit in today’s current times. The book itself is worthy of five stars but the narration is perhaps the worst I’ve ever experienced in my life. Extremely boring, slow, and monotonous. You will have to listen at least at least 1.3x

11 people found this helpful

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  • Sand
  • 2021-05-30

Use the Audible Speed Feature!

This book is listed in the category of "Business and Leadership", but it's really about the principles of human behavior that affect all of us, regardless of occupation or age. It's a classic that has held up to multiple re-reads even without the expanded material in this newest edition, but for those already familiar with previous editions, this release provides an excellent reason to revisit Cialdini's work yet again. I wouldn't hesitate to recommend its content to anyone.

However, unlike the previous Audible performance of the 2006 edition, (which has now disappeared from my Library so I'm not sure what it was actually released as an audiobook) this one is read by the author, which I think could be problematic for most listeners.
Fortunately, there's an easy fix!

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. Of course, audiobook narration isn't the same as public speaking, and to many ears, his slow and carefully annunciated delivery may come across as low-energy and dull at the default 1.X speed.

BUT, using Audible's speed adjustment feature hugely improves the listening experience. It was much easier for me to enjoy Cialdini's inflection and likable Midwestern accent once I switched to 1.2X speed. Many listeners could probably set it several points higher without losing the narrative; the .1 increments the Audible player provides makes it easy to find your personal sweet spot.

In any case, don't let narration issues keep you from consuming this book. I suggest listening to the sample at 1.2 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!

10 people found this helpful

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  • Mikisha Silvera
  • 2021-05-10

WORST NARRATION IN HISTORY!!!!

Although I gave it 1 star for the NARRATION....it doesn't take anything away from the BRILLIANT content.
It would serve you best to just read the damn thing!!!
Only then you will come to appreciate the knowledge being bestowed upon you.
DR. Cialdini is no doubt a GREAT researcher...But someone please tell him to stay away from narrating. At times he sounded as if he just woke up and started reading while shaving and then to the kitchen making a fresh cup of brew.
Yaaaaaaawn!!!!

8 people found this helpful

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  • Joseph
  • 2021-05-04

Profoundly impactful

I generally only recommend this book to business professionals but the truth this book can helpful to everyone. This new edition has me hooked all over again.

7 people found this helpful

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  • Amazon Customer
  • 2021-05-23

Sales professions & consumers should read this

I love this book because it was such an exceptional upgrade to the original. I especially like the fact that Chaldini focused on something I don't recall from the last book. He details defense against manipulative influence tactics. And makes a very clear moral stand as to how we should behave in terms of basically crushing unethical use of these techniques.

tim #bgreen

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  • Justin
  • 2021-06-24

Double speed makes it a decent listen

I think it’s worth the listen on double speed. A book similar to this one is Thinking Fast and Slow.

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  • Hashem Beitvashahi
  • 2021-06-08

useless

no wonder that his book never being published and no one wanted to buy it. if you looking to waist time. and some outdated tv news reports then take . completely useless never found any useful phrase in it. I have been deceived by his YouTube interview. don't fall in this trap.
Good Luck

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  • alexander
  • 2021-06-01

forced derivations

a lot of this is correlation, not causation. take note of how the author uses his own teachings to convince the reader of his points, and whether or not they work. Ideally, one would verify interesting possibilities with third-party/youtube social science experiments. I particularly enjoyed the self-reference in chapter 7.

2 people found this helpful

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  • Jenn PT
  • 2021-07-30

Fascinating Information with writers enthusiasm

Listening to Bob Caldini read his book is very enjoyable you share has interest and enthusiasm for the topic and it is very interesting. we are all influence by these levers everyday and don't know it. Fore warned is forearmed.

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  • Descartes
  • 2021-07-24

Simply the best book on the subject

Even if you read the original 1984 classic, I highly recommend this revised and updated edition.