New York, NY, Estados Unidos : Harper Business, 2021.

xix, 568 p. : il. ; 24 cm.

Preface. -- 1. Levers of influence: (Power) tools of the trades. -- 2. Reciprocation: the old give and take. -- 3. Liking: the friendly thief. -- 4. Social proof: truths are us. -- 5. Authority: directed deference. -- 6. Scarcity: the rule of the few. -- 7. Commitment and consistency: hobgoblins of the mind. -- 8. Unity: the "we" is the shared me. -- 9. Instant influence: primitive consent for an automatic age. -- Acknowledgments. -- Notes. -- Bibliography. -- Index. --

Tomado de la solapa: "In this new edition of the highly acclaimed bestseller, Robert Cialdini -the New York Timer bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion-describes the psychological process in people when they say yes and explains how these insights may be applied 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 these techniques. You'll learn Cialdini's universal principles of influence, which feature new research and practices so that you can be- come an even more skilled persuader-and, just as important, you'll learn how to protect yourself against unethical attempts at influencing you. You may think you know these principles, but if you do not understand their intricacies, you may be ceding their power to someone else. Cialdini's principles of persuasion: commitment and consistency, social proof, liking, authority, scarcity, reciprocation. unity, the newest principle for this edition. Understanding and applying the principles ethically will cost you nothing and are deceptively easy. Backed up by Dr. Cialdini's thirty-five years of evidence-based, peer- reviewed scientific research-including a three-year field study on what leads people to change-Influence, New and Expanded is a comprehensive guide to moving others in your direction."

9780062937674