Influence: Science and Practice: Difference between revisions

Revision as of 14:42, 4 December 2011

Revision as of 15:16, 13 June 2012

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'''''Influence: Science and Practice''''' (ISBN 0-321-18895-0) is a [[Psychology]] book from 2003<ref>{{cite web | url=http://libris.kb.se/bib/10125706 | title=LIBRIS Sökning: "Influence : science and practice / Robert B. Cialdini" | accessdate=June 13, 2012}}</ref> examining the key ways people can be influenced by "Compliance Professionals". The book's author is [[Robert Cialdini|Robert B. Cialdini]], Professor of Psychology at Arizona State University.

The key premise of the book is that, in a complex world where people are overloaded with more [[information]] than they can deal with, people fall back on a decision making approach based on generalizations. These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into weapons by those who know them to influence others to act certain ways.

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** Step 7: Reviewing the influencing experience helps one learn the lessons on how to achieve a better outcome. Therefore, one should take the time to review each element and ask oneself, "what went well?" and "what could be improved next time?"

==External links and references==

*[http://www.martialdevelopment.com/blog/comforts-of-mindless-consistency/ The Comforts of Mindless Consistency - A Case Study by Robert B. Cialdini]

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{{Or|date=September 2007}}

==References==

{{Reflist}}

[[Category:Psychology books]]