Influence: Science and Practice

What are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance?

In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented material, previous editions have been widely read by business professionals, fundraisers, and those interested in psychology.

The new Fifth Edition includes twice as many first hand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.