Harnessing the Science of Persuasion
 | HBR OnPoint Enhanced EditionHarvard Business Review, 2001, Digital |
|---|
If leadership, at its most basic, consists of getting things done through others, then persuasion is one of the leader's essential tools. Over the past several decades, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied. The first principle is that people are more likely to follow someone who is similar to them than someone who is not. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. Fourth, individuals are more likely to keep promises they make voluntarily and explicitly. Fifth, studies show that people really do defer to experts. Finally, people want more of a commodity when it's scarce; it follows, then, that exclusive information is more persuasive than widely available data.
Title: Harnessing the Science of Persuasion (HBR OnPoint Enhanced Edition)
Sales Rank: 233275 in Books
Author: Robert B. Cialdini
Publisher: Harvard Business Review, 2001-10-01, Digital, 11 pages
- Great Product For The Price!
- This is a short, yet very concise explanation of the six principles of influence. If your looking for something small to find out if you want more, this is a good place to start. I warn you though, you won't be able to stop here. More reviews
- Introduction into the six principles of persuasion
- Robert B. Cialdini is Professor of Psychology at Arizona State University. He is the author of 'Influence: Science and Practice' (2001). This article was published in the October 2001-issue of Harvard Business Review.
The author believes that five decades of research by behavioral scientists shows that persuasion is governed by six fundamental principles that can be taught, learned, and applied. Each principle is named,… More reviews
- Extremely solid introduction to professional influence
- This short article introduces you to six principles of effective and ethical influence. The principles were identified and researched by social scientists during the last half of the twentieth century. For that reason, this article might be aptly described as a compilation of important ideas in social psychology or social influence studies. That said, this article is more than just a compilation.… More reviews
- Great stuff, low value
- Overall the book (if you can call it that) does offer what its supposed to and does that in an effective manner. It teaches you how to develop persuasion. The trouble though is it only gives you the most basic outline on just 11 pages. The information that is contained inside of it is something that has been available for years in other similiar books. More reviews
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