PDF Download Pre-Suasion: A Revolutionary Way to Influence and Persuade

PDF Download Pre-Suasion: A Revolutionary Way to Influence and Persuade

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Pre-Suasion: A Revolutionary Way to Influence and Persuade

PDF Download Pre-Suasion: A Revolutionary Way to Influence and Persuade

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Review

"The great social psychologist Robert Cialdini has written another timeless and indispensable book about the psychology of influence. I'll be recommending it for years and years."—Amy Cuddy, Associate Professor of Business Administration at Harvard Business School, and author of Presence"Extends the science of persuasion in several important ways....an essential tool for anyone serious about science-based business strategies. Pre-Suasion is well worth the long wait, and is destined to be an instant classic. The book belongs on the shelf of anyone in business, from the CEO to the newest salesperson."—Forbes"An utterly fascinating read on how the most important drivers of persuasion aren't the words we choose in the moment, but how we set the stage beforehand. Robert Cialdini is the world's foremost expert on influence, and you will never look at it the same way again."—Adam Grant, professor of Management and Psychology at the Wharton School, and author of Originals and Give and Take"Digging down into how people make decisions at a primitive level is the specialty of author Robert Cialdini, a guru to salesmen and marketers since the publication of his 1984 book Influence. In his new book Pre-Suasion: A Revolutionary Way to Influence and Persuade, he returns with more tips about how to slither your way into people’s minds and rearrange what you find there.”—New York Post"No psychologist’s research has been used more often or successfully than that of Robert Cialdini, who literally “wrote the book” on influence. Now, he’s done it again, showing us the power of the moment before an attempt to persuade. This is classic Cialdini—authoritative, original, and immediately practical."—Richard H. Thaler, Charles R. Walgreen Distinguished Service Professor of Behavioral Science and Economics at The University of Chicago Booth School of Business, co-author of Nudge, and author of Misbehaving"Robert Cialdini's Influence is, by a wide margin, the book that I recommend most often. Pre-Suasion may be even more shockingly insightful."—Chip Heath, Professor of Organizational Behavior at Stanford Graduate School of Business, and co-author of Switch and Made to Stick"[Pre-Suasion] is sure to be an important contribution to the fields of social psychology and behavioral economics...detailed, readable, and fascinating, this book may cause the reader to wonder whether unbiased decisions are possible."—Publishers Weekly“A fascinating and engaging glimpse into the world of persuasion, and it’s a lot more pervasive and evanescent than we might think.”—BizEd"Books employing social science are very popular these days, but so are books on workplace culture. Pre-Suasion reminds us that there is a connection between the two, that using insights from behavioral science and social psychology can yield huge dividends if used accordingly and ethically."—800CEOREAD“Exhaustively reviews the research not on how to influence others but on how to make people ready to be influenced….chapter after chapter piles on the experimental evidence from the field and the lab….Scholars, teachers and researchers will find the endnotes invaluable, because here, with his usual clarity and charm, Mr. Cialdini addresses academic concerns—such as the debate about the persistence and strength of change that can be produced in a brief lab study or field intervention—and explains many studies in detail, with more anecdotes to illustrate them….the overall message of this book is compelling.”—The Wall Street Journal

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About the Author

Robert Cialdini is recognized worldwide for his inspired field research on the psychology of influence. He is a New York Times bestselling author. His books, including Influence, have sold more than three million copies in thirty-three languages. Dr. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and the president and CEO of Influence at Work, an international company that provides keynotes and influence training on how to use the lessons in Dr. Cialdini’s books ethically and effectively.

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Product details

Hardcover: 432 pages

Publisher: Simon & Schuster (September 6, 2016)

Language: English

ISBN-10: 1501109790

ISBN-13: 978-1501109799

Product Dimensions:

6 x 1.2 x 9 inches

Shipping Weight: 1.2 pounds (View shipping rates and policies)

Average Customer Review:

4.3 out of 5 stars

297 customer reviews

Amazon Best Sellers Rank:

#62,095 in Books (See Top 100 in Books)

Robert Cialdini’s 1984 book Influence: The Psychology of Persuasion has sold over three million copies and has been translated into thirty languages. The book brought science to the art of persuasion, and set out the famed Six Principles of Influence: social proof, reciprocation, authority, liking, scarcity and consistency. There is a good 10 minute summary of the work here. [...]Someone recently recommended that I read his new book Pre-suasion. This book is about research into “Priming”. This is the idea that our decisions are substantially influenced by seemingly trivial items.For example, a company was introducing a new soft drink and had representatives stationed in a mall. Their job was to stop shoppers, explain the features of the new soft drink and attempt to gain the shoppers email address in exchange for the promise of a sample. The success rate was less than 33%. But when a Pre-Suasion question, “Are you adventurous?” was asked prior to launching into the discussion about the new soft drink, the results were astounding. First 97% of the people responded that there were in fact adventurous. They all had a better than average sense of humour as well . But what was really amazing was that once people had affirmed they were adventurous, the success rate shot up to 75%.A key message of the book is that we like those who are like us, be it liking the same sports or sharing a nationality. This is also a key message of the Humm-Wadsworth. [...] If two individuals share a dominant Humm Component, it is highly likely they will get along with each other.A wonderful example of this “liking” effect were the Lithuanian Jews who had escaped to Shanghai and Japan during WWII after gaining Japanese travel visas. The Japanese, post Pearl Harbour, had become allies of the Nazis who in turn demanded these Jews be killed. The Japanese asked the Jews why they were so hated by the Nazis. The answer by Rabbi Kalisch was telling, “It is because we are Asians, just like you.” Understanding the social power of saying the right thing at the right time saved a large group of Jews from death.Another interesting application discussed in the book is when to use “I think” or “I feel.” Normals and Engineers are logical in their decision making and “I think” is the best approach. By contrast the other five Humm components are emotional in their decision making and “I feel” is the best approach. This is a great example of Practical Emotional Intelligence in action.I found Pre-suasion to be a lively and engaging book. It’s a tour through social psychology. Note the actual book is 233 pages long but the references and end notes are about 150 pages.

Disclosure - I have only read a little over the first 100 pages. The problem is I'm afraid to finish this book. Not for lack of trying. I've read these 100 pages over and over again. They are incredible. Beyond incredible. Intellectually stimulating yet also practical. Useful. Profitable. I've already made significant changes to my business and seen the impact on my bottom line. It's also made me a better person by practicing and using these principles on myself.And to think I almost didn't read this book in the first place. Why? Years ago I read Robert Cialdini's book Influence Influence: The Psychology of Persuasion, Revised Edition and unlike all other books about persuasion out at the time, Cialdini's was backed by actual research, not anecdotal. Simply put, it was the best book on persuasion that I have ever read. I read that book 9 years ago and I still use something I learned from that book in my business every day.For some dumb reason I was hesitant to read Pre-suasion at first because I didn't want to taint my experience with Cialdini as an author, having written one of my all time favorite books. Then I watched a podcast that Joe Polish did with Cialdini and realize I was foolish for dragging my feet so I bought Pre-suasion. I had heard from several people already before that how good the book was, but you know how some people are - quick to dish out the hyperbole.In retrospect everyone who told me how good the book was undersold it. It's not just good. It's not even great. It, to me, is the evolution of Influence. I haven't even read the whole thing yet and I think it might already be my new favorite book on persuasion. I can only imagine the untold number of success stories that are come from this book.To think, a retired professor was able to write something so impactful to business that it surpassed all these books that actual successful businessmen and marketers put out. Hey, I'll take it. This is not an optional read if you're in business or want to be in business. If you go into any category, niche or field and you run up against a competitor who has read and practices presuasion and you don't... I can't understate how much of a disadvantage you'll be at.Pre-suasion? Simply incredible.

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Pre-Suasion: A Revolutionary Way to Influence and Persuade PDF

Pre-Suasion: A Revolutionary Way to Influence and Persuade PDF

Pre-Suasion: A Revolutionary Way to Influence and Persuade PDF

Pre-Suasion: A Revolutionary Way to Influence and Persuade PDF