About the author
Robert B. Cialdini is an American psychologist and author whose research centers on persuasion and compliance. He is professor emeritus of psychology and marketing at Arizona State University and has studied the recurring conditions under which people say yes.
Robert Cialdini spent years observing compliance professionals from the inside: sales organizations, fundraisers, advertisers, recruiters, and others whose work depends on getting a yes. Influence organizes what he found into a small set of repeatable principles.
Where to start
Start with Influence: The Psychology of Persuasion. Robert Cialdini examines the automatic rules that salespeople, fundraisers, and negotiators use to obtain compliance.
