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Publisher's Summary

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, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdini—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 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.

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

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What listeners say about Influence, New and Expanded

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  • Overall
    3 out of 5 stars
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    3 out of 5 stars

Needs to be narrated by someone else

I'm sure the content is good. But the author's voice is unbearable, either at full speed, slower speed faster speed it's hard to make progress.

2 people found this helpful

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    4 out of 5 stars
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In future, hire a professional for narration

Interesting content. Slightly painful narration.
Cialdini should stick to writing the material (which was great) rather than narrating it himself.

2 people found this helpful

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Tea with a professor you love

Relaxed style, well researched and very interesting. Thank you Robert for this delightful listen.

i feel like we sat down over tea and discussed behavioral psychology and your journey with it.

There is an abundance of wisdom for anyone in life or business to influence ethically.

2 people found this helpful

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Psychology of Influence

Great information on the psychology of influence and choice. Insights on how to watch out for the tricks our psychology plays on us.

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Speed it up

The material was great but the narrator was the man who wrote the book and he was BRUTAL. Do yourself a favour and put it at 1.2 speed at a minimum. Listening to him was like listening to an old man who took 4 years to finish a boring story.

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Great book, slow narration.

Great content and very goos examples. However the author speaks veru slowly. You have to listen at 1.2x speed.

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Valuable insight

One of a kind book.

Truths of human behaviour.

Thank you for your understanding if this topic.

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Amazing Book

This is a must read (or listen) book for anyone interested in human psychology. The author makes it easy to understand with real life examples.

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Buying a car? Buy this book first!

The information in this book is so relevant to every day life that, in my opinion, it should be mandatory reading in high schools. I sincerely hope that "Influence: The Movie" is in the works.

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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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  • 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!

34 people found this helpful

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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

20 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!!!!

15 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.

13 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

8 people found this helpful

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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.

6 people found this helpful

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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

5 people found this helpful

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  • Seth S Moyers
  • 2021-06-17

Want 20 hours of common sense you already know?

Do not waste a credit/money on this title. I heard the author on Freakonomics recently and it sounded very interesting, so I purchased the book here immediately. I gave it a few hours, and the author reads the book, which makes it slow, and boring. Like someone's sleepy grandpa is reading it to you. Then you have the content. Which is all complete common sense and did not need to be made into a book at all, much less updated and sold again. I believe the author became confused in his advanced age and accidentally published the same book from 40 years ago again.

Save a credit and just go have Chrome read Wikipedia entries to you about influence.

4 people found this helpful

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  • Anonymous User
  • 2021-07-23

Try and guess if this review is fake

Read the book to find out :)

In all seriousness, this book is fascinating and provides indispensable information about our own psychological mechanisms that are so important to recognize.

I usually don’t write reviews, but I feel obligated to give a good one here. Probably thanks to the rule of reciprocity with some need to be consistent sprinkled in. Cheers!

3 people found this helpful

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  • A structural engineer
  • 2021-10-03

Listen at 1.25-1.4x, and read the last chapter

I loved this book, enough to move on to Pre-suasion. The writing engages and Cialdini is the rare author who reads his own work well. But also very slowly. I listened comfortably at up to 1.4 speed. I particularly liked the last chapter, in which Cialdini offers a persuasive moral argument in favor of using the mechanisms of influence: to help people use cognitive shortcuts to make good decisions in the face of information overload.

2 people found this helpful