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Influence : The Psychology of Persuasion, Factfulness, The Tipping Point 3 Books Collection Set
Please Note That The Following Individual Books As Per Original ISBN and Cover Image In this Listing shall be Dispatched
Influence : The Psychology of Persuasion, Factfulness, The Tipping Point 3 Books Collection
Influence : The Psychology of
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.
This softback is in used- very good condition. No writing or marks in book. Softback covers show no wear on edges or corners. Spine is strong. This book is a FIRST EDITION, seventh printing of the publisher Flatiron Books, NY. (Not Sceptre Publisher edition) PLEASE This edition has reversed colors on front cover from Sceptre. (white background with red lettering instead of red background.
The Tipping
In this brilliant and original book, Malcolm Gladwell explains and analyses the 'tipping point', that magic moment when ideas, trends and social behaviour cross a threshold, tip and spread like wildfire. Taking a look behind the surface of many familiar occurrences in our everyday world, Gladwell explains the fascinating social dynamics that cause rapid change.
Influence : The Psychology of Persuasion, Factfulness, The Tipping Point 3 Books Collection
Influence : The Psychology of
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.
This softback is in used- very good condition. No writing or marks in book. Softback covers show no wear on edges or corners. Spine is strong. This book is a FIRST EDITION, seventh printing of the publisher Flatiron Books, NY. (Not Sceptre Publisher edition) PLEASE This edition has reversed colors on front cover from Sceptre. (white background with red lettering instead of red background.
The Tipping
In this brilliant and original book, Malcolm Gladwell explains and analyses the 'tipping point', that magic moment when ideas, trends and social behaviour cross a threshold, tip and spread like wildfire. Taking a look behind the surface of many familiar occurrences in our everyday world, Gladwell explains the fascinating social dynamics that cause rapid change.
1232 pages, Paperback
Published July 1, 2023
2 people are currently reading
11 people want to read
About the author
Robert B. Cialdini
70 books2,762 followersDr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.
In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.
Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of
Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.
His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists.
In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today.
Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of
Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.
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October 13, 2025"Influence: The Psychology of Persuasion – by Robert B. Cialdini" is a fascinating deep dive into the subtle ways our behavior is influenced every day, often without our awareness. Cialdini’s work, based on decades of research and observation, unveils the psychological principles behind persuasion and compliance - the very levers that advertisers, salespeople, fundraisers, and con artists pull to make us say 'yes' when we might otherwise say 'no.' What makes this book so compelling is that the author himself confesses to being an easy target for manipulation, which fueled his lifelong mission to understand why people comply with requests and how persuasion works on even the most intelligent minds. The result is a detailed exploration of six universal principles of influence - reciprocation, scarcity, consistency, social proof, liking, and authority - all of which guide human decision-making through mental shortcuts that save us time but make us vulnerable.
Cialdini begins by explaining that much like the mother turkey who instinctively cares for her chicks upon hearing a certain sound, humans too rely on psychological 'cheep-cheeps' - automatic responses that help us make quick decisions in complex environments. Because we can’t analyze every situation in depth, we use mental shortcuts such as 'price equals quality' or 'a reason means a good reason.' These shortcuts are often efficient but also exploitable. A salesperson might raise the price of an unwanted product just to make it seem more desirable, knowing our brains associate cost with value. The lesson here is that persuasion often works not because people think deeply, but because they react automatically. Once we recognize these patterns, we can start to resist manipulation and even use these techniques ethically ourselves.
The first and perhaps most powerful principle is 'reciprocation' - the universal rule that we should repay what another person has given us. From childhood, we are conditioned to see returning favors as a social obligation. Cialdini shows how even a small unsolicited gift, like a free sample or a flower from a stranger, can trigger this reflex. The receiver feels compelled to reciprocate, often with a much larger favor, donation, or purchase. One classic study showed that participants who received a ten-cent Coke were twice as likely to buy fifty cents’ worth of raffle tickets from the giver, even if they didn’t like him. Religious groups like the Krishnas famously used this method, handing out flowers to travelers before requesting donations. Cialdini’s advice is to pause and question whether a gift is truly sincere or merely a tactic. True favors deserve return favors - but manipulative ones do not.
Closely tied to reciprocity is the 'rejection-then-retreat' technique, which plays on our sense of concession. When someone makes a large request that we reject, then follows up with a smaller one, we feel pressured to comply because it seems like they have compromised. Cialdini’s story of a Boy Scout who first asked him to buy expensive event tickets and then offered cheaper chocolate bars perfectly illustrates this trick. The smaller request seemed reasonable by comparison, leading him to buy something he hadn’t wanted in the first place. This same tactic is used in negotiations and politics, including in the infamous Watergate scandal, where the gradual retreat from an outrageous proposal made an absurd idea sound acceptable. The lesson is to be cautious of offers that start extreme and then 'retreat' - they’re designed to make the final option seem fairer than it really is.
Next comes the 'scarcity principle', which exploits our fear of missing out. The moment we believe something is limited - whether it’s a product, opportunity, or piece of information - we suddenly value it more. This instinct has evolutionary roots, as scarce resources once meant survival. Advertisers thrive on scarcity-based language: 'limited time only,' 'exclusive offer,' 'few items left.' Studies show people buy up to six times more when told that supplies or information are scarce. But scarcity doesn’t just affect shopping - it shapes politics, relationships, and social movements. Cialdini notes that revolutions often erupt not under steady oppression but when people suddenly lose freedoms they once had. The key defense against scarcity manipulation is to pause and ask whether you truly value something for what it is, or merely because someone said it’s rare.
Another related force is 'reactance', or the tendency to desire something more when it’s forbidden. Censorship and bans often have the opposite of their intended effect. When people are told they can’t have or hear something, they often want it more. Cialdini illustrates this with experiments showing that banned speeches, censored information, and outlawed products all gain appeal precisely because they are forbidden. Even in relationships, this dynamic plays out as the 'Romeo and Juliet effect' - when parents disapprove of a romantic partner, the bond between lovers often intensifies. This principle reminds us that restricting choices can sometimes backfire, leading to heightened desire rather than obedience.
Cialdini’s next key idea is 'consistency', the human drive to act in alignment with our past commitments. Once we publicly commit to something, we feel psychological pressure to behave consistently, even when circumstances change. A simple request, like asking someone to 'watch my things' on the beach, can turn a passive stranger into a protector willing to chase down a thief. Salespeople use this principle through the 'foot-in-the-door' method - starting with small commitments that later escalate. Similarly, the 'lowball' tactic tempts buyers with an attractive deal that is later withdrawn; by then, the buyer’s mind is already committed. Cialdini also explores how written commitments, like confessions or signed pledges, are especially powerful because they reinforce our self-image. To defend against this, he recommends asking whether we’d still make the same decision if the circumstances had been clear from the beginning.
From there, Cialdini delves into 'social proof', the idea that we determine what’s correct by observing others. Humans are social creatures, and uncertainty magnifies our reliance on others’ actions. That’s why laugh tracks make bad jokes seem funnier, why tip jars are 'seeded' with money, and why marketing slogans like 'best-selling' are so effective. But social proof can also have tragic consequences, as seen in the case of Kitty Genovese, where multiple bystanders failed to intervene during her murder, each assuming someone else would act. This 'bystander effect' demonstrates how people use others’ inaction as proof that intervention isn’t needed. The solution, Cialdini says, is to direct specific responsibility when help is needed - point to a single person and give them a clear task.
The next lever of influence is 'liking' - we are more likely to comply with people we like. Factors that increase likability include physical attractiveness, similarity, flattery, cooperation, and positive associations. The Tupperware party model brilliantly combines these elements: the host is a friend, the guests are flattered, and everyone sees others buying. Even criminals use this principle, such as in the 'good cop, bad cop' technique, where the 'good' officer earns the suspect’s trust by appearing kind and understanding. Cialdini urges readers to remain alert when they suddenly find themselves liking someone too quickly - it may be a manipulation tactic designed to cloud judgment.
Finally, 'authority' plays a crucial role in persuasion. From early life, we are taught to obey authority figures, often without question. Cialdini references Milgram’s famous obedience experiments, where participants administered what they believed were dangerous shocks simply because a man in a lab coat told them to. Even symbols like titles, uniforms, or expensive clothing can create an illusion of authority strong enough to override reason. People often defer to anyone who 'looks' the part - a phenomenon exploited by con artists and advertisers alike. To resist false authority, Cialdini suggests asking two questions: Is this person truly qualified in this context? And are they acting in our best interest or their own?
Through all these examples, "Influence: The Psychology of Persuasion" delivers a sobering message - that human behavior, for all its complexity, often operates on automatic pilot. Our shortcuts for efficiency can easily be turned against us by those who understand them. Yet, Cialdini doesn’t advocate cynicism or manipulation. Instead, he encourages awareness. By understanding the mechanisms of persuasion, we can protect ourselves from deceit and also communicate more effectively, ethically, and persuasively in our own lives.
In conclusion, "Influence: The Psychology of Persuasion" reveals how deeply our choices are shaped by unseen forces - from our need to reciprocate and appear consistent to our instinct to follow authority and the crowd. Cialdini shows that influence is neither inherently good nor bad; it’s a tool. Whether it’s used to sell, convince, inspire, or exploit depends on intent. The power of persuasion, once invisible, becomes manageable only when we recognize it. Knowing these six universal principles gives us the freedom to choose consciously instead of being unconsciously guided - a liberation that turns manipulation into mastery.
Cialdini begins by explaining that much like the mother turkey who instinctively cares for her chicks upon hearing a certain sound, humans too rely on psychological 'cheep-cheeps' - automatic responses that help us make quick decisions in complex environments. Because we can’t analyze every situation in depth, we use mental shortcuts such as 'price equals quality' or 'a reason means a good reason.' These shortcuts are often efficient but also exploitable. A salesperson might raise the price of an unwanted product just to make it seem more desirable, knowing our brains associate cost with value. The lesson here is that persuasion often works not because people think deeply, but because they react automatically. Once we recognize these patterns, we can start to resist manipulation and even use these techniques ethically ourselves.
The first and perhaps most powerful principle is 'reciprocation' - the universal rule that we should repay what another person has given us. From childhood, we are conditioned to see returning favors as a social obligation. Cialdini shows how even a small unsolicited gift, like a free sample or a flower from a stranger, can trigger this reflex. The receiver feels compelled to reciprocate, often with a much larger favor, donation, or purchase. One classic study showed that participants who received a ten-cent Coke were twice as likely to buy fifty cents’ worth of raffle tickets from the giver, even if they didn’t like him. Religious groups like the Krishnas famously used this method, handing out flowers to travelers before requesting donations. Cialdini’s advice is to pause and question whether a gift is truly sincere or merely a tactic. True favors deserve return favors - but manipulative ones do not.
Closely tied to reciprocity is the 'rejection-then-retreat' technique, which plays on our sense of concession. When someone makes a large request that we reject, then follows up with a smaller one, we feel pressured to comply because it seems like they have compromised. Cialdini’s story of a Boy Scout who first asked him to buy expensive event tickets and then offered cheaper chocolate bars perfectly illustrates this trick. The smaller request seemed reasonable by comparison, leading him to buy something he hadn’t wanted in the first place. This same tactic is used in negotiations and politics, including in the infamous Watergate scandal, where the gradual retreat from an outrageous proposal made an absurd idea sound acceptable. The lesson is to be cautious of offers that start extreme and then 'retreat' - they’re designed to make the final option seem fairer than it really is.
Next comes the 'scarcity principle', which exploits our fear of missing out. The moment we believe something is limited - whether it’s a product, opportunity, or piece of information - we suddenly value it more. This instinct has evolutionary roots, as scarce resources once meant survival. Advertisers thrive on scarcity-based language: 'limited time only,' 'exclusive offer,' 'few items left.' Studies show people buy up to six times more when told that supplies or information are scarce. But scarcity doesn’t just affect shopping - it shapes politics, relationships, and social movements. Cialdini notes that revolutions often erupt not under steady oppression but when people suddenly lose freedoms they once had. The key defense against scarcity manipulation is to pause and ask whether you truly value something for what it is, or merely because someone said it’s rare.
Another related force is 'reactance', or the tendency to desire something more when it’s forbidden. Censorship and bans often have the opposite of their intended effect. When people are told they can’t have or hear something, they often want it more. Cialdini illustrates this with experiments showing that banned speeches, censored information, and outlawed products all gain appeal precisely because they are forbidden. Even in relationships, this dynamic plays out as the 'Romeo and Juliet effect' - when parents disapprove of a romantic partner, the bond between lovers often intensifies. This principle reminds us that restricting choices can sometimes backfire, leading to heightened desire rather than obedience.
Cialdini’s next key idea is 'consistency', the human drive to act in alignment with our past commitments. Once we publicly commit to something, we feel psychological pressure to behave consistently, even when circumstances change. A simple request, like asking someone to 'watch my things' on the beach, can turn a passive stranger into a protector willing to chase down a thief. Salespeople use this principle through the 'foot-in-the-door' method - starting with small commitments that later escalate. Similarly, the 'lowball' tactic tempts buyers with an attractive deal that is later withdrawn; by then, the buyer’s mind is already committed. Cialdini also explores how written commitments, like confessions or signed pledges, are especially powerful because they reinforce our self-image. To defend against this, he recommends asking whether we’d still make the same decision if the circumstances had been clear from the beginning.
From there, Cialdini delves into 'social proof', the idea that we determine what’s correct by observing others. Humans are social creatures, and uncertainty magnifies our reliance on others’ actions. That’s why laugh tracks make bad jokes seem funnier, why tip jars are 'seeded' with money, and why marketing slogans like 'best-selling' are so effective. But social proof can also have tragic consequences, as seen in the case of Kitty Genovese, where multiple bystanders failed to intervene during her murder, each assuming someone else would act. This 'bystander effect' demonstrates how people use others’ inaction as proof that intervention isn’t needed. The solution, Cialdini says, is to direct specific responsibility when help is needed - point to a single person and give them a clear task.
The next lever of influence is 'liking' - we are more likely to comply with people we like. Factors that increase likability include physical attractiveness, similarity, flattery, cooperation, and positive associations. The Tupperware party model brilliantly combines these elements: the host is a friend, the guests are flattered, and everyone sees others buying. Even criminals use this principle, such as in the 'good cop, bad cop' technique, where the 'good' officer earns the suspect’s trust by appearing kind and understanding. Cialdini urges readers to remain alert when they suddenly find themselves liking someone too quickly - it may be a manipulation tactic designed to cloud judgment.
Finally, 'authority' plays a crucial role in persuasion. From early life, we are taught to obey authority figures, often without question. Cialdini references Milgram’s famous obedience experiments, where participants administered what they believed were dangerous shocks simply because a man in a lab coat told them to. Even symbols like titles, uniforms, or expensive clothing can create an illusion of authority strong enough to override reason. People often defer to anyone who 'looks' the part - a phenomenon exploited by con artists and advertisers alike. To resist false authority, Cialdini suggests asking two questions: Is this person truly qualified in this context? And are they acting in our best interest or their own?
Through all these examples, "Influence: The Psychology of Persuasion" delivers a sobering message - that human behavior, for all its complexity, often operates on automatic pilot. Our shortcuts for efficiency can easily be turned against us by those who understand them. Yet, Cialdini doesn’t advocate cynicism or manipulation. Instead, he encourages awareness. By understanding the mechanisms of persuasion, we can protect ourselves from deceit and also communicate more effectively, ethically, and persuasively in our own lives.
In conclusion, "Influence: The Psychology of Persuasion" reveals how deeply our choices are shaped by unseen forces - from our need to reciprocate and appear consistent to our instinct to follow authority and the crowd. Cialdini shows that influence is neither inherently good nor bad; it’s a tool. Whether it’s used to sell, convince, inspire, or exploit depends on intent. The power of persuasion, once invisible, becomes manageable only when we recognize it. Knowing these six universal principles gives us the freedom to choose consciously instead of being unconsciously guided - a liberation that turns manipulation into mastery.
October 8, 2024
Excellent
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