New Releases by Robert B. Cialdini

Kaufen oder gekauft werden? – über die Psychologie des Überzeugens Sie möchten andere von etwas überzeugen? Oder sich selbst davor schützen, beeinflusst zu werden? Der Sozialpsychologe und Marketingexperte Robert B. Cialdini hat die Verkaufs- und Verhandlungstechnik revolutioniert. Eingängig und unterhaltsam erläutert er in seinem Standardwerk die sieben wesentlichen Prinzipien, die uns in unseren täglichen Entscheidungen beeinflussen – und wie wir diese an anwenden können. Basierend auf über 40 Jahren Forschung, bietet das Buch alles, was wir brauchen, um erfolgreich zu sein, überzeugend aufzutreten und uns privat und beruflich weiterzuentwickeln. Um zahlreiche neue Studien, praktische Anregungen und aktuelle Fallbeispiele erweitert, liegt der Klassiker endlich in kompletter Neuübersetzung vor. »Robert B. Cialdini hat das Unmögliche geschafft: Er hat ein Meisterwerk verbessert. Fesselnd und vielschichtig beschreibt er die subtile Macht, die Menschen aufeinander ausüben.« Daniel Kahneman, Autor des Bestsellers Schnelles Denken, langsames Denken »Ein phänomenales Buch! Ob Sie Verkäufe ankurbeln, einen besseren Geschäftsdeal abschließen oder Ihre Beziehung verbessern wollen, ›Influence‹ bietet wissenschaftlich gesicherte Prinzipien, die Ihr Leben verändern können.« Daniel Shapiro, Gründer und Direktor des Harvard International Negotiation Program

>> Manipulativní techniky a jak se jim bránit – tváří v tvář i na internetu.<< # O knize Pojišťovákovi jste sympatičtí, zkusí vám vyjednat speciální nabídku. Lékárnici sympatičtí nejste: co vás to napadlo, chtít jiné dětské vitamíny než ty nejdražší? E-shop má skladem poslední kus zboží, objednávejte hned, než zmizí. Samozřejmě tušíte, že jsou to špinavé triky. Na to tuhle knihu nepotřebujete. Potřebujete ji k tomu, aby vás naučila rozeznat manipulace včas: ve spěchu, pod tlakem, s frontou nabručených lidí za zády i mezi kamarády na sociální síti. Aby vás už nikdy nezviklal hraný úsměv, dáreček ani vyhrožování. >>Robert Cialdini vám ukáže: - Jak manipulátory odmítat sebevědomě, účinně a bez nepříjemných pocitů. - Sedm základních nátlakových technik neboli zbraní vlivu. - Desítky konkrétních fíglů velkých firem i drobných šmejdů z internetu. - Proč primitivní triky fungují i na ty nejchytřejší lidi. - Co dělat a nedělat, když chcete prosadit svou vy sami. Nové zbraně vlivu zábavně spojují vědecký výzkum s investigativní prací v autobazarech a call centrech. Podvodníci předvedli Cialdinimu svoje zbraně – a on vám teď předvede, jak se jim bránit. Nově rozšířeno o 150 stran: - Praktické rady pro éru fake news, trollů, reklamních botů a online podvodů. - Jak poznat falešné pochvalné recenze a další triky internetových marketérů. - Desítky nových výzkumů psychologie přesvědčování a manipulace – včetně čerstvých příkladů z pandemie covidu-19.<< # O autorovi Robert Cialdini (* 1945) byl profesorem psychologie a marketingu na Arizonské státní univerzitě, Stanfordově univerzitě a Kalifornské univerzitě v Santa Cruz. Od roku 2019 je členem Národní akademie věd USA. Psychologii přesvědčování se věnuje víc než padesát let, zároveň ji školí a konzultuje pro klienty jako Allianz, Cisco, Microsoft, NATO nebo SAP. Jeho čtyři knihy vyšly v 44 jazycích a prodalo se jich přes 7 milionů výtisků. Zbraně vlivu jsou jeho první knihou a zároveň i tou nejčerstvěji aktualizovanou. # Více o knize: melvil.cz/kniha-nove-zbrane-vlivu

Care sunt factorii determinanți pentru ca o persoană să spună da alteia și care sunt tehnicile folosite de către factorii de convingere pentru a obține conformarea? Ce anume face ca o cerere formulată într-un fel să fie respinsă, în timp ce alta, care solicită același lucru, formulată însă într-un mod puțin diferit, să aibă succes? Ce principii psihologice influențează tendința de conformare la o cerere? Profesioniștii persuasiunii știu ce trebuie să facă pentru a ne convinge. Cei care manipulează folosesc înclinații naturale, firești ale psihicului nostru în propriul avantaj. Dar nu numai ei se folosesc de aceste principii. Cu toții ne folosim de ele și le cădem victime în același timp în cadrul interacțiunii cu vecinii, prietenii și familia. Însă profesioniștii persuasiunii au la dispoziție ceva mai mult decât noi, care posedăm o înțelegere superficială. Robert Cialdini ne învață cum să recunoaștem situațiile de manipulare și cum să ne ferim de ele. Dar mare atenție! Nu orice acțiune este una manipulativă. Trebuie să mai și avem încredere în oameni. Dovezile arată faptul că, în cadrul vieții tumultuoase de astăzi și al exploziei informaționale la care suntem martori, în care este nevoie să luăm decizii rapid, fără a le analiza pe îndelete, ne bazăm pe tot felul de scurtături, iar acest tip de conformare negândită va prevala din ce în ce mai mult. De aceea, va fi important pentru societate să înțeleagă modul de funcționare al influențării automate. Deși există mii de modalități de persuasiune pe care profesioniștii le pot folosi, majoritatea se rezumă la șase categorii de bază. Fiecare este guvernată de un principiu psihologic fundamental, care dictează comportamentul și care îi conferă puterea de acțiune. Acestea – reciprocitatea, consistența, verificarea, legătura, autoritatea și reținerea – sunt prezentate, ținând cont de funcția pe care o joacă în cadrul societății și de ponderea de care un profesionist în domeniu poate face uz în cererile privind cumpărarea, donarea, cedarea, votul sau acordul. Astfel, tehnicile de manipulare bazate pe reciprocitate speculează tendința noastră naturală de a răspunde cu un favor la un favor. Tindem să avem încredere în ceea ce cred cei din jur, așa funcționează validarea publică. Ne calibrăm opiniile și preferințele cu cei care ne seamănă. Principiul autorității este foarte eficient. Urmăm orbește nu doar autoritatea, ci chiar și numai însemnele ei. Considerăm lucrurile rare ca fiind mai importante și principiul limitării e folosit din plin chiar și pentru cumpărături viitoare, iar maximul de efect se obține atunci când indisponibilitatea unui produs este recentă. Scopul cărții este de a detecta tehnicile de manipulare și de a le dejuca eficacitatea prin cunoaşterea mecanismelor psihologice la care ele apelează. Robert B. Cialdini susţine cursuri universitare şi post-universitare despre persuasiune şi influenţă socială la University of North Carolina şi Columbia University. El este şeful catedrei de Psihologie şi membru al Consiliului de Conducere al Arizona State University.

Dopo più di trent'anni dall'uscita di Le armi della persuasione, Cialdini svela che il segreto per ottenere una persuasione efficace non è tanto nel messaggio quanto nel momento chiave che precede la comunicazione. Con la stessa combinazione di rigore scientifico e limpida chiarezza che ha fatto di Le armi della persuasione un best seller di culto, Cialdini ci spiega come i comunicatori di successo sappiano sfruttare i "momenti privilegiati per il cambiamento" nei quali l'ascoltatore è pronto a recepire il messaggio ancora prima di farne esperienza. La persuasione efficace si ottiene con una pre-suasione ottimale; per cambiare le menti un esperto pre-suasore deve prima cambiare gli "stati mentali". Non è necessario modificare l'atteggiamento dell'ascoltatore, le sue convinzioni, le sue esperienze. Attingendo da un'ampia raccolta di studi e di esperienze sul campo – dalle campagne di marketing online alla propaganda di guerra – Cialdini mostra come la capacità di catalizzare l'attenzione dell'uditorio e di focalizzarla dove si vuole prepari le condizioni migliori per una comunicazione di successo.

A nova edição atualizada de As armas da persuasão, o clássico de dr. Robert Cialdini, contém depoimentos inéditos de profissionais, estudos de caso de táticas sociais em meios digitais, resumos ao final de cada capítulo e um princípio de persuasão inédito, focado em Marketing Domine a arte de influenciar pessoas, conquiste o "sim" para o seu negócio e aprenda estratégias de marketing infalíveis com o trabalho científico do Pai da Persuasão. "Robert Cialdini fez o impossível: melhorou uma obra-prima." – Daniel Kahneman, vencedor do Prêmio Nobel e autor de Rápido e devagar. Em seu livro clássico sobre a arte da persuasão, dr. Robert Cialdini explica o que leva as pessoas a dizerem "sim" ― e como usar esse conhecimento na prática. Esta nova edição revista e ampliada traz os seis princípios universais da persuasão e adiciona um princípio inédito, a unidade. Descubra quais são as armas da influência: Reciprocidade: exige que uma pessoa tente retribuir, na mesma maneira, o que outra pessoa forneceu; Afeição: enfatiza fatores que influenciam a proximidade, como atração física, elogios e familiaridade; Aprovação social: estimula o consentimento de uma pessoa a um pedido, informando-lhe que outros indivíduos também concordam com ele. Autoridade: é resultado do indivíduo ser visto tanto como especialista quanto como uma pessoa confiável; Escassez: aciona a tendência humana da aversão à perda, já que pessoas atribuem mais valor a oportunidades limitadas; Compromisso e coerência: garantem um compromisso inicial e estão propensos a funcionar bem com pessoas mais experientes; Unidade: princípio inédito desta edição, focado em marketing digital. Refere-se à ideia de pertencimento, um fator fundamental que leva a sentimentos de "nós". Ensinando como usar gatilhos mentais para se tornar um mestre na arte da persuasão, esta obra best-seller do New York Times irá equipá-lo para conquistar o sucesso em qualquer área da sua vida.

The foundational and wildly popular go-to resource for influence and persuasion-a renowned international bestseller, with over 5 million copies sold-now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini-New York Times bestselling 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.

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

Since its publication in 2007, Yes! has shown how small changes can make a big difference to everyone's powers of persuasion - both at work and at home. Every day, we face the challenge of persuading others to do what we want. But what makes people say 'yes' to our requests? Based on decades of research into the psychology of persuasion, this book reveals many remarkable insights that will help you be more persuasive both at work and at home. Co-written by the world's most quoted expert on influence, Professor Robert Cialdini, Yes! contains dozens of tips that you wouldn't want to miss out on - all of them scientifically proven to boost your powers of persuasion.This special tenth Anniversary edition features ten new chapters of updated research and fresh secrets of persuasion. You will find out how to stop your listeners getting bored, what you can do on your commute to increase your influence, and why being second place is worse than being third. Whether you want someone to promote you, take their medicine, reduce their carbon footprint or even give you their vote, Yes! shows how small changes in your approach can have a dramatic effect on your success.

So bekommen Sie, was Sie wollen! Immer wieder kommen Sie in Situationen, in denen Sie andere in ihrem Verhalten beeinflussen wollen. Ihr Kunde soll den Kaufvertrag unterschreiben oder Ihr Kind soll Vokabeln lernen. Egal wie: Die anderen sollen sich von uns überzeugen lassen und endlich Ja sagen. Doch wie bringen wir sie dazu? Der Sozialpsychologe und Meister der Beeinflussung Robert Cialdini hat es herausgefunden: Die überzeugendsten Verhandler gewinnen den Deal, schon bevor es zum eigentlichen Gespräch kommt. Wie sie das machen und wie auch Ihnen das gelingt, zeigt dieses augenöffnende Buch.

Develop the mindset and presence to successfully manage others for the first time. If you read nothing else on becoming a new manager, read these 10 articles. We’ve combed through hundreds of Harvard Business Review articles and selected the most important ones to help you transition from being an outstanding individual contributor to becoming a great manager of others. This book will inspire you to: Develop your emotional intelligence Influence your colleagues through the science of persuasion Assess your team and enhance its performance Network effectively to achieve business goals and for personal advancement Navigate relationships with employees, bosses, and peers Get support from above View the big picture in your decision making Balance your team’s work and personal life in a high-intensity workplace This collection of articles includes “Becoming the Boss,” by Linda A. Hill; “Leading the Team You Inherit,” by Michael D. Watkins; “Saving Your Rookie Managers from Themselves,” by Carol A. Walker; “Managing the High-Intensity Workplace,” by Erin Reid and Lakshmi Ramarajan; “Harnessing the Science of Persuasion,” Robert B. Cialdini; “What Makes a Leader?” by Daniel Goleman; “The Authenticity Paradox,” by Herminia Ibarra; “Managing Your Boss,” by John J. Gabarro and John P. Kotter; “How Leaders Create and Use Networks,” by Herminia Ibarra and Mark Lee Hunter; “Management Time: Who’s Got the Monkey?” by William Oncken, Jr., and Donald L. Wass; and BONUS ARTICLE: “How Managers Become Leaders,” by Michael D. Watkins. HBR's 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR's 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever‐changing business environment.

Robert Cialdini, az ikonikus Hatás szerzője és korunk egyik legtöbbet hivatkozott szociálpszichológusa bemutatja a meggyőzés leghatékonyabb módját. A legújabb tudományos kutatások és saját tapasztalatai alapján elárulja, hogy a titok nem magában az üzenetben rejlik, hanem az üzenet átadása előtti döntő pillanatban. Cialdini szerint nem muszáj megváltoztatnunk a hallgatóság hozzáállását vagy meggyőződéseit – csupán a másik fél figyelmének fókuszát kell módosítanunk közvetlenül az előtt, hogy a megfelelő tettet várnánk tőlük. A sikeres onlinemarketing-hadjáratoktól a hatékony háborús propagandáig számos kísérletre és beszámolóra építve szemlélteti, hogyan lehet a figyelem ügyes irányításával eljutni a hatásos előkészítéshez és a kívánt eredményekhez.

عن التواصل كيف يستطيع أفضل القادة التواصل بوضوح وإقناع...؟! إذا لم تكن قد قرأت أي شيء عن كيفية التواصل المؤثر الواضح، عليك قراءة هذه المقالات العشر، لقد بحثنا عبر مئات المقالات في أرشيف مجلة هارفارد للأعمال واختبرنا أكثر المقالات المهمة لمساعدتك على التعبير عن أفكارك بوضوح وقوة مهما كان الوضع. في هذه المقالات، ستجد خبراء مثل: ديبوراتانين وجاي كونغر ونك مورغان ليقدموا لكالنصيحة التي تحتاج إليها من أجل: • طرح أفكارك النيِّرة بنجاح. • التواصل مع جمهورك. • تثبيت المصداقية. • تحفيز الآخرين على تنفيذ رؤيتك. • التكيف مع أساليب اتخاذ القرار عند أصحابالمصلحة وتأطير الأهداف حول المصالح المشتركة. • بناء الإجماع وكسب التأييد. العبيكان 2017

What separates average persuaders from extraordinary successful ones? Using the same combination of rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how the best communicators capitalize on "privileged moments for change," in which audiences become receptive to a message before they experience it. Optimal persuasion is achieved through optimal persuasion. To change minds, savvy pre-suaders first change "states of mind." His first solo book in more than thirty years, Cialdini's Pre-Suasion draws on his experience as the most cited social psychologist of our time and explains the methods of master pre-suaders. He draws on an array of studies and accounts, from successful online marketing campaigns to effective wartime propaganda efforts, illustrating how the artful channeling of attention leads to potent pre-suasion and positive outcomes. Book jacket.

Reveals social behavior motives, and bridges the person and the social situation. A unique integrated approach to social behavior, Social Psychology, 6/e invite readers to consider the interplay of influences inside and outside the person in social situations. The authors emphasizes how social psychology is an important discipline, connecting different areas of psychology (e.g., clinical, organizational, and neuroscience) as well as other behavioral sciences (e.g., anthropology, biology, economics, medicine, and law). Organized around the two broad questions -"What purposes does this behavior serve for an individual?" and "Which factors lead an individual to use this behavior to achieve those goals?" - each chapter considers factors in the person, in the situation, and in their interaction, to form an understanding of human behavior. REVEL from Pearson is an immersive learning experience designed for the way today's student read, think, and learn. REVEL modernizes familiar and respected course content with dynamic media interactives and assessments, and empowers educators to increase engagement in the course, better connecting with students. The result is increased student engagement and improved learning. REVEL for Kenrick Social Psychology, 6/e will be available for Fall 2014 classes. Teaching and Learning Experience This program will provide a better teaching and learning experience- for you and your students. It: Immersive Learning Experiences with REVEL: REVEL delivers immersive learning experiences designed for the way today's students read, think, and learn. Explore Research: Students can explore research around the world with new Original Research Videos. Investigation questions further encourage students to analyze the material in each chapter. Demonstrates Practically: Several features throughout the book help readers connect abstract ideas to real-life situations. Improves Learning: Effective pedagogy features promote students' learning. For examples, Quick Quiz Self-tests in each chapter allows students to test their understanding of the material. Support Instructors: Video embedded PowerPoints, MyTest, clicker questions, and an instructor's manual provide instructors with extensive materials to supplement the text.

"Reveals social behavior motives, and bridges the person and the social situation." A unique integrated approach to social behavior, "Social Psychology, 6/e "invite readers to consider the interplay of influences inside and outside the person in social situations. The authors emphasizes how social psychology is an important discipline, connecting different areas of psychology (e.g., clinical, organizational, and neuroscience) as well as other behavioral sciences (e.g., anthropology, biology, economics, medicine, and law). Organized around the two broad questions - What purposes does this behavior serve for an individual? and Which factors lead an individual to use this behavior to achieve those goals? - each chapter considers factors in the person, in the situation, and in their interaction, to form an understanding of human behavior. REVEL from Pearson is an immersive learning experience designed for the way today s student read, think, and learn. REVEL modernizes familiar and respected course content with dynamic media interactives and assessments, and empowers educators to increase engagement in the course, better connecting with students. The result is increased student engagement and improved learning. REVEL for Kenrick "Social Psychology, "6/e will be available for Fall 2014 classes. Teaching and Learning Experience This program will provide a better teaching and learning experience- for you and your students. It: Immersive Learning Experiences with REVEL: REVEL delivers immersive learning experiences designed for the way today's students read, think, and learn. Explore Research: Students can explore research around the world with new "Original Research Videos." "Investigation" questions further encourage students to analyze the material in each chapter. Demonstrates Practically: Several features throughout the book help readers connect abstract ideas to real-life situations. Improves Learning: Effective pedagogy features promote students learning. For examples, "Quick Quiz Self-tests "in each chapter allows students to test their understanding of the material. Support Instructors: Video embedded PowerPoints, MyTest, clicker questions, and an instructor s manual provide instructors with extensive materials to supplement the text. "

Pourquoi et comment sommes-nous amenés à faire des choses contre notre gré ? Robert Cialdini livre ici le résultat d'années de recherches sur les techniques de persuasion. Il dévoile les secrets psychologiques qui se cachent derrière notre tendance à nous laisser influencer, ainsi que tous les moyens employés par les spécialistes de la manipulation, et montre comment les battre sur leur propre terrain. Grâce à ce livre, vous ne direz plus jamais "Oui" alors que vous pensez "Non".

Influence: Science and Practiceis 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.

Boken forklarer de sosialpsykologiske mekanismene knyttet til påvirkning og overtalelse. Hvorfor sier man for eksempel ja til en selger og kjøper et abonnement på et blad man ikke egentlig er interessert i? Den viser hvordan man blir overtalt og påvirket, og forklarer hvorfor man sier ja til selgere selv om man ikke egentlig vil ha det de selger. Boken lærer deg også forsvarsteknikker mot fremtidige tilbud. Omtalen er utarbeidet av BS.

Learn how to effectively influence people, as well as how to defend yourself against unwanted influence. This new edition includes more first-hand accounts of how the principles presented in the book can apply to personal lives, updated coverage of popular culture and new technology, and more on how compliance principles work in other cultures.

Vijftig beschouwingen over het overtuigen van mensen in werk- en privésituaties, met tal van praktijktips.

"Basé sur l'étude et le décryptage des principes psychologiques qui sous-tendent le processus de la persuasion, cet ouvrage vous aide à appliquer des stratégies simples pour convaincre."--