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.
Customer Reviews:
A Classic - and for Good Reason!.......2007-09-18
It would be rare to find a social psychologist who does not view Cialdini as the master of persuasion and influence. I'm no exception. Not only is his knowledge comprehensive, but it is presented in an understandable and compelling way. This is why this book is in its Fourth Edition.
Any serious student of persuasion and influence, theoretical or applied, needs this book in their library. Becoming familiar with Cialdini's six principles of influence (reciprocity, consistency, social proof, liking, authority and scarcity) will broaden your world . . . and when applied, increase your bottom line.
You also will want to read Kevin Hogan's books, including "The Psychology of Persuasion" and "The Science of Influence". I'd also recommend, especially for applied sales and influence practitioners, Dave Lakhani's more recent book, "Persuasion: The Art of Getting What You Want".
Mollie Marti, Ph.D., J.D.
Author, Selling: Powerful New Strategies for Sales Success
Automobile.......2007-09-07
Definitely something you want to read before making a major decision, to include buying a new car, buying a new home, joining a new church, or voting for the next world leader.
influence certinly influenced me.......2007-08-26
This was a supplementary text to an MBA Negotiations course (main text was Thompson's, Heart and Mind of a Negotiator)
Influence is a a very insightful book and a very easy read compared to usual academic texts.
I read this into the small hours..........2007-08-07
... because I couldn't put it down.
The theory is clever. In six headings and crisply written. The proof is laid out and it's like Cialdini is talking to you. It's easy to remember.
But the examples are harrowing: Why cult leaders do what they do; why initiation rites are brutal; why normal people do nasty things to each other if the conditions are set; why my daughter always gets what she wants; why there's no safety in crowds ...and why reasonable people like me are the MOST likely to be suckered by conmen.
But it closes well. Cialdini gives us tips and exercises to resist the persuaders and to use the same tactics for our own benefit - ethically. This is a great book. I've thrown others out but this one's staying.
Still one of the greatest works of all time........2007-08-07
This is one of the first and still one of the best books on the practical applications of social psychology out there. It is hard to put this book down. Cialdini organizes his main points simply and understandably using several examples from both his personal observations and psychological research. I believe everyone should read this book; it is a stellar example of how psychology can improve the human condition and give us great insight into who we are.
Book Description
Despite the end of the Cold War, security continues to be a critical concern of Asian states. Allocations of state revenues to the security sector continue to be substantial and have, in fact, increased in several countries. As Asian nations construct a new security architecture for the Asia-Pacific region, Asian security has received increased attention by the scholarly community. But most of that scholarship has focused on specific issues or selected countries. This book aims to lay the groundwork for a comprehensive, in-depth understanding of Asian security by investigating conceptions of security in sixteen Asian countries.
The book undertakes an ethnographic, country-by-country study of how Asian states conceive of their security. For each country, it identifies and explains the security concerns and behavior of central decision makers, asking who or what is to be protected, against what potential threats, and how security policies have changed over time. This inside-out or bottom-up approach facilitates both identification of similarities and differences in the security thinking and practice of Asian countries and exploration of their consequences. The crucial insights into the dynamics of international security in the region provided by this approach can form the basis for further inquiry, including debates about the future of the region.
The book is in three parts. Part I critically reviews and appraises the debate over defining security and provides a historical overview of international politics in Asia. Part II investigates security practices in sixteen Asian countries, the countries selected and grouped on the basis of security independence. Based on the findings of the country studies and drawing on other published works, Part III compares the national practices with a view to identifying and explaining key characteristics of Asian security practice and conceptualization on the basis of the Asian experiences.
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Understanding Law in Micronesia: An Interpretive Approach to Transplanted Law (Studies in Human Society, Vol 7)
Brian Z. Tamanaha
Manufacturer: Brill Academic Publishers
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ASIN: 9004097686 |
Book Description
This book examines law in Micronesia from a novel perspective. It draws upon several branches of interpretive analysis, including mundane phenomenology, symbolic interaction, and cultural hermeneutics, to construct a comprehensive approach to transplanted systems of state law. Rather than the usual focus on legal norms and institutions, this approach directs attention to the law-related meaningful actions and understandings of legal actors and of non-legal actors. Application of this approach results in insights about law in Micronesia, as well as about law itself, and about the ideology of law. A wide range of subjects are addressed, from the nature of legal thinking to the autonomy of law. It is a work in legal theory grounded in psychological, sociological and anthropological observations and analysis.
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Patronage, Practice, and the Culture of American Science: Alexander Dallas Bache and the U. S. Coast Survey
Hugh Richard Slotten
Manufacturer: Cambridge University Press
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Binding: Hardcover
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ASIN: 0521433959 |
Book Description
In this book, Hugh Richard Slotten explores the institutional and cultural history of science in the United States. The main focus of the book is an analysis of the activities of Alexander Dallas Bache--great grandson of Benjamin Franklin. Bache played a central role in the organization of a number of key scientific institutions, including the American Association for the Advancement of Science, The Smithsonian Institution, and the National Academy of Sciences. In the middle of the nineteenth century, Bache became the most important leader of the scientific community through his control of the United States Coast Survey, which he superintended from 1843 until his death in 1867. Under Bache's command, the Coast Survey became the central scientific institution in antebellum America. Using richly detailed archival records, Slotten pursues an analysis of Bache and the Coast Survey that illuminates important themes in the history of science in the United States, including the interrelationship among political culture, patterns of patronage, and the institutional practice of science in the United States.
Book Description
Exposes the links between wealthy foundations, grant-driven green groups, and zealous bureaucrats that hurt our economic future in the name of saving nature--without public knowledge or accountability. Details why the economic devastation of rural America is invisible to booming urban America.
Customer Reviews:
Blatant disregard for logic or accuracy.......2006-04-10
As a professional scientist working in a biological discipline, I can assure you that this book is neither accurate nor even logical at times. Facts are grossly inaccurate or intentionally misleading, and not surprizingly, it's the facts which are left out that are most glaringly obvious... This is just another radical and paranoid account of this subject matter. A great read if you want insight into the psychology of the fearful and delusional.
I get it now..........2004-05-22
As an oil and gas explorer, I am well acquainted with the amazing seemingly irrational bureaucratic impediments invented nearly daily to halt oil and gas development. I used to think that it was just ignorance on the part of the offended, and did my best to educate them that we develop non-invasive methods to reduce the number of wells we drill (and increase profits), and our efforts towards being good stewards of the lands we lease or own. I see now why it has been to no avail. It never made sense to me that I could get sued by a dozen groups I had never heard of (and, in fact, had not even really existed) while the population in general did not seem as fanatic. Now I realize that those dozen groups are, in fact, one coordinated effort by a few power players trying to kill my industry, and make us all more energy insecure. It is madness. Perhaps huge inheritance taxes are NOT such a bad thing if the alternative is that my children end up being the hate driven monsters that administer the trusts of today. How ironic that the fortunes of great Americans who created these trusts from their hard work and risk taking, are now being used to attack capitalism AND humanity.
Five percent logic, 95 percent nonsense.......2004-02-20
Ron's right, there are a few instances where the enviro-nuts have gone overboard and just don't make sense. But one truly has to dig through the rest of his hysterical and nonsensical paranoia to find them. Otherwise, Ron makes no sense at all. Rush would be proud of this.
Selfish liars who want to eat up the earth.......2000-10-30
It is digusting to see these kinds of books that tell lies about what is happening to the planet and about the people who are trying to save it. Humans are not the only sacred species. We might want to demonstrate how godly we are by showing some love and empathy for the other beautiful creatures and places that God made for us. Instead, people like Arnold want to burn everything good as fast as possible. This book is full of slanders, libels and undocumented assertions.
Vague and sloppy logic.......2000-09-10
Undue influence is good if you are a a fan of red scare McCarthyism. This book demonizes people who place the health of communities and ecosystems above the profit motives of companies. This book is a sad reminder that the environmental movement needs to reach out to more people especially in rural America where folks are skeptical of conservation measures.
This book supports increased mining, clear-cutting of ancient forests, and destruction of habitats for profit. Very disturbing material.
Book Description
The law plays an important role in influencing social welfare policy and social work practice. Court decisions in policy areas, whether the rulings are perceived as positive or negative, determine what social welfare policy is and what social workers do. By reading this book, social work students will gain a useful understanding of and application of key legal concepts that influence social welfare policy. Instead of just telling students that the law has a major influence on social welfare policy, this book will teach students basic constitutional and legal principles as well as how and why the law shapes social welfare policies and social work practices. For example, students will learn that one legal concept, such as the liberty component in the Fourteenth Amendment to the U S. Constitution, affects a social worker's professional reputation, adoption, mental health treatment in an institutional setting, receipt of public assistance from a state where a person has just moved, dismissal of a student from a school of social work, and child welfare.
Customer Reviews:
an outstanding resource.......2002-07-09
In Norway and probably other European countries all social workers study the law. This is for good reason as social workers deal with legal concepts and issues practically on a daily basis.Understanding Legal Concepts is readable and timely; it covers significant legal decisions across the states. Topics such as the right to mental health treatment, SSDI requirements, adoption and the like. Implications for social welfare policy and practice are provided throughout the book. The extensive glossary is helpful as well.
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The Practice of Social influence in Multiple Cultures (Applied Social Research Series)
Manufacturer: Lawrence Erlbaum
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Binding: Hardcover
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Influence: Science and Practice (4th Edition)
ASIN: 0805832793 |
Book Description
This book provides a diverse collection of studies reporting the effects of social influence processes in multiple cultures at both the universal and culture-specific levels. The book is characterized by three distinct features. First, the social influence process is considered as a ubiquitous and pervasive feature of human interaction. Second, the book represents a multicultural approach which includes both cross-cultural and culture-focused examinations. Third, the book emphasizes practical implications of the research presented.
This volume incorporates theory and research stemming from three different approaches to social influence: social influence principles across cultures, social influence and social change across cultures, and culture and moral perspective in the social influence process. Because each of these three parts encompasses a considerable variety of research methodologies, social contexts, and cultures, each is proceeded by an integrative commentary authored by one of the book editors. These essays provide syntheses of the topics and themes within the corresponding sections and within the book as a whole. They also offer critical commentaries on both theoretical and methodological issues, raise suggestions for future research, and focus on practical applications.
This book is intended for both scholars interested in cross- and multicultural research into the mechanisms of the social influence process and for the professional whose mission is to make planned changes in a society. Knowledge about the influence process, especially regarding how it works in different cultures and within several cultural groups, facilitates this goal. The practical implications ending each chapter serve as encouraging instructions for such applications.
Customer Reviews:
Interesting research.......2007-03-03
I was introduced to Cialdini by my Strategy Prof in my MBA program. If you enjoy Cialdini and research into influence, you will most likely enjoy this book.
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Theory, Method, and Practice in Modern Archaeology
Manufacturer: Praeger Publishers
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Binding: Hardcover
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ASIN: 089789748X |
Book Description
As archaeology encounters the 21st century, debate over the nature of the discipline dominates professional discourse. Archaeologists are embattled over "isms": processualism, postprocessualism, scientism, and humanism are ubiquitous buzzwords in the literature. Yet archaeology is a craft practiced by individuals, learned from and influenced by other individuals. Sometimes a peson, through sheer force of intellectual spirit, rises above the debate to make a mark on the field in ways that cross out schools, paradigms, and factions. It is fitting to look back at the influence one such individual has had on archaeological methods, theory, data collection, and syntheses over the last half century. This volume draws on the experience of students and colleagues who worked with and were strongly influenced by James A. Brown's approach to the past. The volume is divided into five categories, each reflecting one distinctive facet of Brown's affect on archaeology: mortuary analysis, foraging and horticultural societies, complex agriculturalists, proto-historic and historic societies, and method and theory. These diverse categories, with articles by archaeologists of many backgrounds, are drawn together by the threads of Brown's intellectual legacy. Not all authors here are in agreement with Brown's views on their subjects, but all acknolwedge that his work in the area sets a standard that needs to be met if one is to succeed.
Product Description
Public relations professionals know that power and influence are crucial to getting things done inside their organizations, yet many practitioners believe they are relatively powerless in these strategic moments. Gaining Influence in Public Relations explores how professionals can increase their influence in practice to help their organizations achieve success. This provocative book explores the largely uncharted territories of power, resistance, dissent, and activism in public relations, arguing that practitioners can increase their power and social legitimacy by developing and using a wider range of influence resources, strategies, and tactics. Authors Bruce K. Berger and Bryan H. Reber talked with hundreds of practitioners, analyzed original survey data, and examined a detailed case study to develop a theory of power relations. Ultimately, the book seeks to advance the ethical and effective practice of public relations. Intended for scholars and graduate students in public relations, it also has much to offer practitioners, as well as scholars and students in organizational communication, organizational theory, human resources, and leadership.
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