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Influence: Science and Practice

From the chapters.indigo review: "For a variety of reasons, many people have the ability to get others to say yes to their proposals. This is obviously a great skill for salespeople to have. In the revised and updated fourth edition of Influence: Science and Practice, Robert B. Cialdini examines what factors cause a person to go along with another's request, and how you can use this to your business advantage. The guide focusses on such topics as human behaviour, reciprocation, social proof, liking and authority, making it of particular interest to salespeople, fund-raisers and advertisers." Visit for more information.