Robert Cialdini è un'autorità globale di spicco nella scienza dell'influenza, della persuasione e della negoziazione. Il suo lavoro, radicato in anni di vasta ricerca, approfondisce i principi psicologici che guidano la conformità umana e il processo decisionale. Attraverso i suoi libri, ampiamente tradotti, offre ai lettori strategie scientificamente provate per una comunicazione efficace e per il raggiungimento dei risultati desiderati. I contributi di Cialdini colmano il divario tra le intuizioni accademiche e le applicazioni pratiche, illuminando le dinamiche dell'influenza nelle sfere personali e professionali.
Perché una richiesta formulata in un certo modo viene respinta, mentre una richiesta identica, però presentata in maniera leggermente diversa, ottiene il risultato voluto? Cialdini ha scoperto che alla base delle migliaia di tattiche usate quotidianamente dai persuasori ci sono sei schemi fondamentali; in questo libro ne rivela tutti i meccanismi di funzionamento.
"In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini-the seminal expert in the field of influence and persuasion-explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations"-- Provided by publisher
Cutting-edge scholarship, lively writing, and the authors' strengths as both respected researchers and expert teachers, all come together to make the third edition of Social Unraveling the Mystery an accessible and engaging read for students, and provides a modern and cohesive approach for their teachers.
Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes morefirsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description.
Influence established Cialdini as the world’s foremost authority on the science of persuasion, winning plaudits from such figures as Dan Pink, Chip Heath and Tom Peters. In Pre-suasion , Cialdini builds on his investigations into the subtle world of influence to reveal that the best persuaders succeed not only because of what they say or how they say it, but because of what they do in the moment before they deliver their message. In the process he draws on a series of compelling case studies and a profound understanding of human psychology to offer a ground-breaking work that is both fascinating and brilliantly practical.
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
Presents dozens of surprising discoveries from the science of persuasion in short, insightful chapters that you can apply immediately to become a more effective persuader
At some point today you will have to influence or persuade someone - perhaps ask a colleague a favour, negotiate with a contractor or get your spouse to put out the recycling. In The small BIG, three heavyweights from the world of persuasion science and practice - Steve Martin, Noah Goldstein and Robert Cialdini - describe how, in today's information-overloaded world, it is now the smallest changes that lead to the biggest differences in results.Offering deceptively simple suggestions and explaining the extensive scientific research behind them, the small BIG presents over fifty small changes - from the little adjustments that make meetings more effective to the costless alteration to correspondence that saved a government millions. The small BIG is full of surprising, powerful - and above all, tiny - changes that could mean the difference between failure and success.
How to Win Friends, Boost Your Confidence and Persuade Others
This pocket-sized guide distills the principles of persuasive science from the international bestseller Yes!, offering practical applications for everyday situations. It empowers readers to enhance their influence and communication skills, making it an essential tool for personal and professional interactions. The book provides actionable insights that can be easily integrated into daily life, helping individuals navigate various social scenarios with confidence and effectiveness.
Most of us are only too aware that, whatever roles we have in today's fast-moving world, much of our success lies in getting others to say 'Yes' to our requests. What many people might not be aware of, though, is the vast amount of research that has been conducted on the influence process. What factors cause one person to say 'Yes' to the request of another? Yes! is full of practical tips based on recent academic research that shows how the psychology of persuasion can provide valuable insights for anyone interested in improving their ability to persuade others - whether in the workplace, at home or even on the internet. It combines the counter-intuition of Freakonomics with the popularising of Does Anything Eats Wasps? For each mini-chapter contains a mystery which is solved in a way that provides food for thought for anyone looking to be more persuasive, and for anyone interested in how the world works.
