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Pre-Suasion: A Revolutionary Way to Influence and Persuade by [Robert B. Cialdini]

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Robert B. Cialdini

Pre-Suasion: A Revolutionary Way to Influence and Persuade Kindle Edition

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When it comes to persuasion, success can begin before you say a word.

‘An instant classic.’Forbes
‘Utterly fascinating.’ Adam Grant, author of Originals and Give and Take
‘Shockingly insightful.’ Chip Heath, co-author of Switch and Made to Stick

NEW YORK TIMES BESTSELLER

In his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn’t just what we say or how we say it that counts, but also what goes on in the moments before we speak.

This is the world of ‘pre-suasion’, where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say ‘yes’ even before they are asked. And as Cialdini reveals, it’s a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign – even persuade yourself to do something you find difficult.

Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence.

‘Mind-blowing.’ Management Today
‘Accessible and intellectually rigorous.’ Books of the Year, The Times
‘Fascinating, fluent and original.’ Tim Harford, author of The Undercover Economist Strikes Back

Print length

352 pages
Language

English
Publisher

Cornerstone Digital
Publication date

8 September 2016
File size

12420 KB
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Book Description

A revelatory exploration of the science of persuasion, from the author of the international bestseller, Influence. --This text refers to the paperback edition.

Review

"Robert Cialdini is perhaps the foremost expert on effective persuasion....Cialdini' s latest book, Pre-Suasion, builds on that work, arguing that the best persuaders aren't merely eloquent charmers with well- crafted, finely tuned arguments; they're also creative preparers who focus on finding the best ways to launch their offers and ideas....The book provides a vast catalogue of research and techniques, many of them marketing related."--HARVARD BUSINESS REVIEW

"[Pre-Suasion] is sure to be an important contribution to the fields of social psychology and behavioral economics...detailed, readable, and fascinating, this book may cause the reader to wonder whether unbiased decisions are possible."--Publishers Weekly

"A fascinating and engaging glimpse into the world of persuasion, and it's a lot more pervasive and evanescent than we might think."--BizEd

"An utterly fascinating read on how the most important drivers of persuasion aren't the words we choose in the moment, but how we set the stage beforehand. Robert Cialdini is the world's foremost expert on influence, and you will never look at it the same way again."--Adam Grant, professor of Management and Psychology at the Wharton School, and author of Originals and Give and Take

"Best Sales and Marketing Book of 2016."--Geoffrey James, Inc.com

"Books employing social science are very popular these days, but so are books on workplace culture. Pre-Suasion reminds us that there is a connection between the two, that using insights from behavioral science and social psychology can yield huge dividends if used accordingly and ethically."--800CEOREAD

"Digging down into how people make decisions at a primitive level is the specialty of author Robert Cialdini, a guru to salesmen and marketers since the publication of his 1984 book Influence. In his new book Pre-Suasion: A Revolutionary Way to Influence and Persuade, he returns with more tips about how to slither your way into people's minds and rearrange what you find there."--New York Post

"Exhaustively reviews the research not on how to influence others but on how to make people ready to be influenced....chapter after chapter piles on the experimental evidence from the field and the lab....Scholars, teachers and researchers will find the endnotes invaluable, because here, with his usual clarity and charm, Mr. Cialdini addresses academic concerns--such as the debate about the persistence and strength of change that can be produced in a brief lab study or field intervention--and explains many studies in detail, with more anecdotes to illustrate them....the overall message of this book is compelling."--The Wall Street Journal

"Extends the science of persuasion in several important ways....an essential tool for anyone serious about science-based business strategies. Pre-Suasion is well worth the long wait, and is destined to be an instant classic. The book belongs on the shelf of anyone in business, from the CEO to the newest salesperson."--Forbes

"Fascinating and useful read. An instant classic."--Michael Mauboussin

"No psychologist's research has been used more often or successfully than that of Robert Cialdini, who literally "wrote the book" on influence. Now, he's done it again, showing us the power of the moment before an attempt to persuade. This is classic Cialdini--authoritative, original, and immediately practical."--Richard H. Thaler, Charles R. Walgreen Distinguished Service Professor of Behavioral Science and Economics at The University of Chicago Booth School of Business, co-author of Nudge, and author of Misbehaving

"Robert Cialdini's Influence is, by a wide margin, the book that I recommend most often. Pre-Suasion may be even more shockingly insightful."--Chip Heath, Professor of Organizational Behavior at Stanford Graduate School of Business, and co-author of Switch and Made to Stick

"The great social psychologist RobertCialdini has written another timeless and indispensable book about thepsychology of influence. I'll be recommending it for years and years."- Amy Cuddy, author of Presence --This text refers to the paperback edition.

ASIN ‏ : ‎ B01A6DJD7Q
Publisher ‏ : ‎ Cornerstone Digital; 1st edition (8 September 2016)
Language ‏ : ‎ English
File size ‏ : ‎ 12420 KB
Text-to-Speech ‏ : ‎ Enabled
Screen Reader ‏ : ‎ Supported
Enhanced typesetting ‏ : ‎ Enabled
X-Ray ‏ : ‎ Enabled
Word Wise ‏ : ‎ Enabled
Print length ‏ : ‎ 352 pages
Page numbers source ISBN ‏ : ‎ 1501109790

Best Sellers Rank: 66,362 in Kindle Store (See Top 100 in Kindle Store)
- 20 in Business Negotiating (Kindle Store)
- 61 in Business Negotiating (Books)
- 88 in Social Psychology & Interactions (Kindle Store)

Customer Reviews:
1,528 ratings

About the author

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Robert B. Cialdini

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Harvard Business Review lists Dr. Cialdini’s research in “Breakthrough Ideas for Today’s Business Agenda.” Influence has been listed on the “New York Times Business Best Seller List.” Fortune Magazine lists Influence in their “75 Smartest Business Books.” CEO Read lists Influence in their “100 Best Business Books of All Time.”

Dr. 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 result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies in over 40 languages and is a New York Times Bestseller.

His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.

Because of the world-wide recognition of Dr. Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.”

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 CEO and President of INFLUENCE AT WORK; focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program.

Dr. Cialdini’s clients include such organizations as Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, Prudential, The Mayo Clinic, GlaxoSmithKline, Kimberly-Clark, Harvard University – Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.

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Customer reviews

5 star		71%
4 star		16%
3 star		8%
2 star		3%
1 star		2%

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Top reviews from Australia

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MattKo

Great content but very silly to use the Holocaust as a primary example

Reviewed in Australia on 24 July 2021

Verified Purchase

Great content until just past halfway where for some odd reason he's tied what feels like an entire back section, about 30% of this book talks about the Holocaust. Are you trying to win friends that own media? Pre-suasion in practice perhaps? So obvious it turns my stomach. So many fantastic examples to draw from that would serve a broader community.

7 stars for the first half, -5 stars for the back section, net 2 stars total

One person found this helpful

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Gareth

Great read

Reviewed in Australia on 7 January 2021

Verified Purchase

The amount of information in this book is incredible and the references to studies is impressive.

I enjoyed reading it and there are a lot of practical information within the book, it goes beyond the theory and it is explained in a way that anyone can understand.

Strongly recommended!

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Rufus Keown

More fantastic stuff from cialdini

Reviewed in Australia on 2 May 2018

Verified Purchase

This is a 4 1/2 stars. Another great contribution from cialdini and valuable for anyone wanting to understand the human condition better.

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Amazon Customer

Very Interesting

Reviewed in Australia on 28 December 2017

Verified Purchase

This book is a great follow up to the first book “The psychology influence of persuasion”. It felt like a excellent refresher with new case studies and examples.

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Eddie

Great for car salesmen

Reviewed in Australia on 19 December 2019

Verified Purchase

Bought this for my mate who was a car sales man, and now he is a mortgage broker. Buy this for 200% extra snake points

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Trevor Cuthbert

An incredibly helpful tome

Reviewed in Australia on 30 October 2019

Verified Purchase

Read it and learn.
Act and profit.

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Adrian Tudini

Great book!

Reviewed in Australia on 3 January 2018

Verified Purchase

An ideal introduction into persuasion or persuasion. Language easy to read and understand concepts in this book.

Buy it !

Helpful

Miss K Butler

Mind Blowing

Reviewed in Australia on 9 September 2017

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Such an interesting look at human behaviour and how you can use it from a business perspective and personal perspective.

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Top reviews from other countries

Arron Tolan

A true authority on persuasion

Reviewed in the United Kingdom on 4 February 2018

Verified Purchase

After reading 'Influence' by the same author, I thought I would give this book a try as well and I'm not disappointed that I did.

In Pre-Suasion, Cialdini outlines his research into the pre-suasive impact that environmental, verbal and emotional stimulus can have on people's decision making and does so in a way intended to be heuristically instructive to the reader, stead of merely stating the evidence of studies as was the case with 'Influence'.

The book presents much knowledge to glean and manages to be almost non-chalant toward the gravitas of some of the ideas presented within it, the lessons that marketers and advertisers could learn from reading this are seemingly endless, and yet the book remains perfectly readable to the lay-person and grounded in jargon-free language.

My only criticism is that I would have liked, considering the book is aimed at educating, sections encouraging the reader to think for themselves about how (based on prior information) they would attempt to create pre-suasive environments in order to promote ideas/products/behaviours. As trying to absorb and remember the methods and outcomes of huge studies without repetition and practice is quite difficult, I personally find.

24 people found this helpful

Prashant

Author fooled it's reader by adding 200 reference pages at the end

Reviewed in India on 4 August 2018

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This is a good book but it's not value for money. This book claims to be a 413 pages ,but nearly last 180 pages author has mentioned references where he copied the idea. And again 180 + last 70 pages author mentioned notes of chapter with YouTube link and original details in such a way that is can't be useful for a normal reader.
I have took the screenshot of the thickness of those pages that I found only on this book. So basically author has tried to sell a average quality low content to more pages and when you buy this book you will get a feeling of being a fool . I am not saying this book is not worthy but only saying that this could be get free online for should be priced 100-150 bucks not more than that.

56 people found this helpful

John Bremner

Do you consider yourself a clever person? That means you can learn from this book!

Reviewed in the United Kingdom on 1 February 2018

Verified Purchase

This is a great and enjoyable book. Using one trick in the book that's very easy to implement, I got about a thousand percent increase in my social media sharing for an article on cryptokronos.com. Well worth a read, because I think there is something for everyone in this book. Definitely going to read it a number of times. And I'm a very experienced online marketer.

10 people found this helpful

Red Review

This will keep you interested.

Reviewed in the United Kingdom on 13 March 2018

Verified Purchase

Easy to read it flows well. If you don't have Cialdini's earlier book on persuasion don't worry he does a good summary as a way of supporting his pre-suasion content. The subject matter maps in well with Daniel Kahneman's Thinking Fast Thinking Slow in that a lot of the priming Cialdini discusses seems to be making use of the brain's need to take shortcuts in order to keep up with the deluge of sensory input we all have to deal with on a daily basis.

4 people found this helpful

Striver

Provocative and Persuasive

Reviewed in the United Kingdom on 10 October 2016

Verified Purchase

This is a great follow up on Cialdini's classic book Influence. I think time will be kind to this book which nicely brings together two decades of insight by one of the most accomplished students of persuasion.

"In large measure, WHO we are with respect to any choice is WHERE we are, attentionally, in the moment before the choice" Master the moments that matter.

Time spent reading this is time very well spent. Cialdini offers so many stunning insights, so go ahead, buy the book and satisfy your "craving for cognitive closure"...

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