Author(s): Professor Robert B. Cialdini
NEW YORK TIMES BESTSELLER. "Timeless and indispensable." (Amy Cuddy, author of Presence). "Utterly fascinating." (Adam Grant, author of Originals and Give and Take). "Shockingly insightful." (Chip Heath, co-author of Switch and Made to Stick). When it comes to persuasion, success can begin before you say a word. 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).
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. Currently Dr Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. In the field of influence and persuasion he is the most cited living social psychologist in the world today. According to Dan Pink's current bestseller, To Sell is Human, 'Cialdini has done more to advance the scholarship of persuasion than anyone in the world.' As well as his bestselling books, his ground-breaking research has been featured in the most prestigious of scientific journals as well as on TV, radio and in the business and national press throughout the world. An interview with him in the July-August 2013 issue of Harvard Business Review, titled 'The Uses (and Abuses) of Influence', calls him the 'leading social scientist in the field of influence.' The May 2014 issue of Inc. identifies him as one of the 'Top 50 Leadership and Management Experts in the World'. He lives in Phoenix, Arizona.
* i: Acknowledgments* ii: Author's Note* Part 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION**1: PRE-SUASION: An Introduction*2: Privileged Moments*3: The Importance of Attention ... Is Importance*4: What's Focal Is Casual*5: Commanders of Attention 1: The Attractors*6: Commanders of Attention 2: The Magnetizers* Part 2: PROCESSES: THE ROLE OF ASSOCIATION**7: The Primacy of Associations: I Link, Therefore I Think*8: Persuasive Georgraphies: All The Right Places, All the Right Traces*9: The Mechanics of Pre-Suasion: Causes, Constraints, and Correctives* Part 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION**10: Six Main Roads to Change: Broad Boulevards as Smart Shortcuts*11: Unity 1: Being Together*12: Unity 2: Acting Together*13: Ethical Use: A Pre-Pre-Suasive Consideration*14: Post-Suasion: Aftereffects* iii: References* iv: Notes* v: Index