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Publisher's Summary

The foundational and wildly popular go-to resource for influence and persuasion - a renowned international best seller, with over five million copies sold - now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed best seller, Robert Cialdini - New York Times best-selling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion - explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.

You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader - and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini’s Principles of Persuasion:

  • Reciprocation
  • Commitment and Consistency
  • Social Proof 
  • Liking 
  • Authority
  • Scarcity
  • Unity, the newest principle for this edition

Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research - including a three-year field study on what leads people to change - Influence is a comprehensive guide to using these principles to move others in your direction.

Supplemental enhancement PDF accompanies the audiobook.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio. 

©2021 Robert B. Cialdini (P)2021 HarperCollins Publishers

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What listeners say about Influence, New and Expanded

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Use the Audible Speed Feature!

This book is listed in the category of "Business and Leadership", but it's really about the principles of human behavior that affect all of us, regardless of occupation or age. It's a classic that has held up to multiple re-reads even without the expanded material in this newest edition, but for those already familiar with previous editions, this release provides an excellent reason to revisit Cialdini's work yet again. I wouldn't hesitate to recommend its content to anyone.

However, unlike the previous Audible performance of the 2006 edition, (which has now disappeared from my Library so I'm not sure what it was actually released as an audiobook) this one is read by the author, which I think could be problematic for most listeners.
Fortunately, there's an easy fix!

Cialdini is, by all accounts, a charismatic public speaker and lecturer, so it's clear the man knows how to hold a live audience's attention. Of course, audiobook narration isn't the same as public speaking, and to many ears, his slow and carefully annunciated delivery may come across as low-energy and dull at the default 1.X speed.

BUT, using Audible's speed adjustment feature hugely improves the listening experience. It was much easier for me to enjoy Cialdini's inflection and likable Midwestern accent once I switched to 1.2X speed. Many listeners could probably set it several points higher without losing the narrative; the .1 increments the Audible player provides makes it easy to find your personal sweet spot.

In any case, don't let narration issues keep you from consuming this book. I suggest listening to the sample at 1.2 or higher, and if you still can't make it work for your ears, get your hands on a print or Kindle version--you won't regret it!

24 people found this helpful

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The worst narration I’ve ever experienced!

This work is a classic now expanded and updated to fit in today’s current times. The book itself is worthy of five stars but the narration is perhaps the worst I’ve ever experienced in my life. Extremely boring, slow, and monotonous. You will have to listen at least at least 1.3x

18 people found this helpful

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WORST NARRATION IN HISTORY!!!!

Although I gave it 1 star for the NARRATION....it doesn't take anything away from the BRILLIANT content.
It would serve you best to just read the damn thing!!!
Only then you will come to appreciate the knowledge being bestowed upon you.
DR. Cialdini is no doubt a GREAT researcher...But someone please tell him to stay away from narrating. At times he sounded as if he just woke up and started reading while shaving and then to the kitchen making a fresh cup of brew.
Yaaaaaaawn!!!!

11 people found this helpful

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Profoundly impactful

I generally only recommend this book to business professionals but the truth this book can helpful to everyone. This new edition has me hooked all over again.

10 people found this helpful

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Sales professions & consumers should read this

I love this book because it was such an exceptional upgrade to the original. I especially like the fact that Chaldini focused on something I don't recall from the last book. He details defense against manipulative influence tactics. And makes a very clear moral stand as to how we should behave in terms of basically crushing unethical use of these techniques.

tim #bgreen

5 people found this helpful

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Double speed makes it a decent listen

I think it’s worth the listen on double speed. A book similar to this one is Thinking Fast and Slow.

4 people found this helpful

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useless

no wonder that his book never being published and no one wanted to buy it. if you looking to waist time. and some outdated tv news reports then take . completely useless never found any useful phrase in it. I have been deceived by his YouTube interview. don't fall in this trap.
Good Luck

3 people found this helpful

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Try and guess if this review is fake

Read the book to find out :)

In all seriousness, this book is fascinating and provides indispensable information about our own psychological mechanisms that are so important to recognize.

I usually don’t write reviews, but I feel obligated to give a good one here. Probably thanks to the rule of reciprocity with some need to be consistent sprinkled in. Cheers!

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forced derivations

a lot of this is correlation, not causation. take note of how the author uses his own teachings to convince the reader of his points, and whether or not they work. Ideally, one would verify interesting possibilities with third-party/youtube social science experiments. I particularly enjoyed the self-reference in chapter 7.

2 people found this helpful

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Listen at 1.25-1.4x, and read the last chapter

I loved this book, enough to move on to Pre-suasion. The writing engages and Cialdini is the rare author who reads his own work well. But also very slowly. I listened comfortably at up to 1.4 speed. I particularly liked the last chapter, in which Cialdini offers a persuasive moral argument in favor of using the mechanisms of influence: to help people use cognitive shortcuts to make good decisions in the face of information overload.

1 person found this helpful

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  • Joseph
  • 06-21-21

Very useful concepts and a pleasure to read

The whole book is very well written and keeps drawing you in. He structures the book with examples and stories that make it gripping and make you want to keep reading and help you remember the concepts.
The main thing though is the fascinating concepts explained in the book with principles which I think will be very useful for me in my life. He explains all the things that marketers and anyone trying to have influence will use on us and the ways that we can have more impact on others.

2 people found this helpful

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  • Mr. J. A. Ball
  • 07-12-21

Essential reading about influence

I've read influence, the psychology of persuasion so many times I can mostly recite it, so I was wondering how much value there would be in this new and expanded version. Let's just say my expectations were exceeded and I will be giving this book multiple listens with my notepad.
I have a podcast called Speaking Influence, so you can imagine I am somewhat interested in the subject and Dr Cialdini is on my dream guest list but until I can get to chat with him personally, I am going to keep enjoying this fantastic update to the original book.

1 person found this helpful

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  • Jamie M.
  • 11-25-21

Under the influence

From the get go, one is drawn into a spell of lies, persuasion and deceit. Exactly as one signed up for and exactly as author intended. One is left instilled with tools of compliance and more importantly the ability, or rather the potential ability, to shield oneself from these levers of influence. A most enjoyable book. Bravo.

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  • AmazonCustomer
  • 10-18-21

I didn't like it

may be this book and it's flow is not for me. I didn't like it.

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  • AJ
  • 10-18-21

A Fantastic book for the Morden Age

Real insightful and useful for the way we can be manipulated if not aware. I believe Robert to be on the side the good, and in general the underdogs. Worth every penny.

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  • duane
  • 09-04-21

just read the original

nice touch with more modern stories, but the original is just as good but shorter

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  • Anonymous User
  • 08-24-21

Fantastic

Really enjoyed this book I am leaving the review in lieu of some of the things learned in this book

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  • Jake
  • 08-20-21

Never trust an author who narrates

Sounds like the author read a book on how to speak clearly a week before recording this. I found myself listening to his strange, slow, over-articulating narration rather than listening to the content.

Regardless, the content falls flat also. There isn’t a coherent narrative that ties together a bizarre mix of anecdotes and research. I couldn’t finish.

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  • Federica Bresciani
  • 08-19-21

exceptional!

it s an amazing reading, but needs to be read over and over to understand all the details. it is really refreshing leaning how we are influenced by everything and anything and everybody every day.
thank you

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  • Elliot Blackburn
  • 07-25-21

Interesting content and well presented

The topic isn't one I've read about too much but after hearing some interviews with the author I decided to give it a crack. I was delighted by the accessibility and depth of the book. I really feel like I learned a lot with a backing of well presented research.

The walk through of the content is at a very easy pace, so you can just listen and take it in without any mental acrobatics.

My only criticisms is that the narration felt too slow at 1X speed so I bumped it up fairly quickly. As well as that, some of the content is a bit repetitive. Many of the conclusions to each section didn't feel needed as the section was so well delivered. However, I imagine if you're reading this on paper it's probably much more helpful.

Great read, I'd highly recommend it to everyone who wants to understand how we make decisions.

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  • Paul
  • 06-10-21

Optimal

Probably the best new and expanded book on the science, understanding and ethical application of influence strategy.

3 people found this helpful

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  • Josh
  • 09-25-21

worth reading

great read with a lot of valuable information but also has some fluff and examples that might have saved time