Influence, the classic book on persuasion, explains the psychology of why people say "yes"-and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles,...

Examines the art of effective persuasion to argue that its secret lies in a key moment before messages are delivered, sharing strategies for how to psychologically prepare one's listeners to render them most receptive. Social psychologist Robert Cialdini shines a light on peak persuasion and reveals that the secret doesn't lie in the message itself, but in the key moment before the message is delivered. What separates average persuaders from extraordinarily...

Dale Carnegie's How to Win Friends and Influence People was first published in 1936, decades before cell phones, email and social networking changed the way we interact with each other. While technology may have changed, Carnegie's lessons on communication and leadership remain just as relevant now as they ever were. Now for the first time, these powerful lessons are given a face-lift and made to apply directly in the fast, computer-driven age that...

An exploration of infamous, controversial figures and how they exert control. Amos Barshad has long been fascinated by the powerful. But not by elected officials or natural leaders-he's interested in their scheming advisors, the dark figures who wield power in the shadows. And, as Barshad shows in No One Man Should Have All That Power, the natural habitat of these manipulators is not only political backrooms. It's anywhere power dynamics exist-from...

"Popular examines why popularity plays such a key role in our development and, ultimately, how it still influences our happiness and success today. In many ways -- some even beyond our conscious awareness -- those old dynamics of our youth continue to play out in every business meeting, every social gathering, in our personal relationships, and even how we raise our children. Our popularity even affects our DNA, our health, and our mortality in fascinating...

Working well with others is critical to professional success, yet many people struggle with "authority issues" that can block their progress. Professor Gruenfeld combines research on the psychology of power with the acting skills of the theater to illustrate how our nonverbal behavior affects how we are perceived in a hierarchy—far more than the words or arguments we use. In fact, she notes, our words account for only 7% of our argument's impact....

Today’s young workers are a new breed, thanks to two unique forces in their upbringing. Raised during the self-esteem movement, they are often self-confident and used to attention. And the first generation to grow up with technology, they work fast and expect fast results. In the workforce, they can seem demanding, even disrespectful of authority, especially the occasional “roaring tiger” with an inflated sense of entitlement. Leaders that adjust...