Business Influence, New and Expanded: The Psychology of Persuasion

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good book,good condition

High quality paper

I've borrowed this book from the library 3 times and can never extend it as it is so popular. Glad to finally decide that I needed to buy my own copy.

I had a copy of this long ago, but lost it. Hence the new purchase. I wanted to re-read it. The author does a fantastic job of outlining the "click whirr" subconcious things people have in them, and how folks might try to take advantage of them. While the book is sort of geared towards sales and marketing folks that are trying to figure out what makes people "tick" in order to subconciously drive a sale or something, the author writes the book in a way to make it accessible to folks who just want to know these things and be aware of how they can be used against them by others. Once you read this book, you start listening and watching people interact with you differently. You start to pickup on the cues they use to try to get one of your subconcious "click whirr" autonomous functions to trigger. And, then, b/c you notice it, you can counteract it by conciously deciding to not go along with it when you might have subconciously done so in the past without this knowledge. I worked in marketing/sales analytics for almost a decade, and that's when I first read this book. And, I was able to see through all the marketing / sales pitches and what-not after doing so. It helped me realize I was dealing with predatory sales people, and walk away from awful deals they were trying to push me into. It helps you understand how they might prey upon you, so you have better awareness and defense to it. It's a fascinating book from a psychology and sociology aspect, but also a very useful and functional "training manual" to prep you to see beyond the sales pitches and protect yourself.

Excellent book - I looked at the chapter headings and said to myself that I knew it all already. However, by delving into the book I found that there is so much that I didn't know, such as the value of reciprocity works for concessions as well as for giving somebody something and that a carefully-crafted self criticism at an early stage establishes your sincerity for a later stage etc. I am now much more aware of the effect of potential manipulation. My only criticism is that it is physically a very big book which means I can't carry it around with me. I will definitely have to revisit this book multiple times to fully inculcate its content!

It's a thick book and I was a little scared at first, but the book is fantastic; well structured, full of examples, with a summary at the end of each chapter and really fascinating and practical lessons in it. I totally recommend it. Not just to sales people, but to anyone interested in human psicology and self knowledge.