Book Description Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request). Written in a narrative style combined with scholarly research， Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson， fundraiser， advertiser， and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes， as well as sold to people operating successfully in the business world， the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation， consistency， social proof， liking， authority， and scarcity. --This text refers to the Paperback edition. From the Publisher FEATURES: • Engaging writing style with amusing anecdotes. • Includes citations from both recent and classic research. • Describes how to resist unwanted influence attempts. • Well known and influential author speaks frequently on “The Power of Ethical Influence” to such organizations as IBM， the Mayo Clinic， and NATO. NEW TO THIS EDITION: • New reports from readers illustrate how a principle has worked on or for them. • Additional examples from current events illustrate psychological research， such as holiday gift crazes for Beanie Babies， Furbies， and Pokemon; the Columbine High School shootings; and the FBI's decision to attack Branch Davidian headquarters in Waco， Texas. --This text refers to the Paperback edition. See all Editorial Reviews