Techniques of Social Influence: The psychology of gaining compliance

by Dariusz Doliński

Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them?

The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved.

The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.

Genres: Psychology, Business, Communication, Nonfiction

196 pages, Kindle Edition

First published July 3, 2015

Reviews

[Zac Stojcevski · Rating 4 out of 5]

A wonderful text book of social psychology looking at how one can get compliance from and influence others in everyday tasks. For a digest like this, it is surprising that the book and studies reported are not American-centric. Many of the studies were first trialed in the last 50 years and oft replicated in undergraduate psychology courses worldwide. Therefore whilst in the author’s own words, the test settings are often complex and boring, they do provide useful information as to how to work with people in sales, business, education, charity and treatment. I most enjoyed the research reported around emotional see sawing as per the good cop bad cop set up and what people do next. Though the data suggests that that people can obviously use strategies for manipulation and self interest, the book equally asks the reader to self examine what they believe is self determination and free will. Several fond memories of course long completed many decades ago.

[Timo Hoogendorp · Rating 3 out of 5]

Very interesting and academic, but unfortunately not as relevant in relation to the subject matter I was looking for; the way we are constantly being influenced by the large diversity of media. Rather it focuses on core academic principles of influence through social interaction.

[Zeina Ammar · Rating 3 out of 5]

Useful for advocacy tactics

[Elizete Nicolini · Rating 4 out of 5]

Interesting. In some cases, the research has proved persuasion daily techniques.

[Remington · Rating 4 out of 5]

Although some sections can be dry, it was an interesting read. I enjoyed being able to compare the techniques with my own experiences and observations - especially in sales techniques.

[Don Schaufus Jr. · Rating 4 out of 5]

Insight to the different methods used to make a sale.

[Florin]

Basic information

Simple and well known technics are describes in a very complicated and statistical way. Belive this book is recommended for people passion Ed by researches or statistics.