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Collins Business Essentials - The Psychology of Persuasion

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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, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.

Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.

From Publishers Weekly

21 April 2008 – Mortensen (Maximum Influence) draws on Howard Gardner s research on multiple forms of intelligence and Daniel Goleman s Emotional Intelligence to introduce his concept of PQ the specialized intelligence required for the art of persuasion. While the book is primarily geared toward marketing and sales professionals, the author argues that the inability to command influence is a universal personal and professional dilemma; he makes a compelling case that teachers, social workers, parents and spouses can benefit enormously from the respect power that accompanies finely tuned people skills. Mortensen invokes great communicators from Confucius and Thoreau to corporate CEOs to present PQ s key components ( the five C s of trust : character, competence, confidence, credibility and congruence) and rewards (more sales and fruitful negotiations, higher incomes, happier relationships). Sections on mirroring and other nonverbal persuasion techniques are especially fascinating, and the author s emphasis on developing self-knowledge as a crucial ingredient will inspire readers to determine their purpose and passion. Mortenson s insights are enriched by anecdotes, humorous illustrations, a persuasion IQ test and an accessible step-by-step structure. Simultaneously useful and entertaining, this book is a thought-provoking examination into developing a vital talent.

Customer Reviews

The best book ever

From car sales to door to door sales people. Social pressures, consistency of thought and familiarity. So many differing and opposing aspects of our life affect our ability to make decisions and sound judgement calls, but frequently we find ourselves making the wrong one. This book explains many of these fascinating influencing skills and forces and it helps empower you to identify and overcome them. Quite simply the best book I have ever read.

Real Eye Opening Book.

Although I haven't download this version, I do have the paper back. While it might seem like a book on psychology and how to persuade people. Its a real eye opener and shows you why and how you end up doing favours for complete strangers or buying products that you didn't want or need!



Excellent , informative...along the lines of the freakanomics books, worth every penny. a classic !

Other Books in This Series

View in iTunes
  • £9.99
  • Available on iPhone, iPad, iPod touch, and Mac.
  • Category: Self Help
  • Published: 02 June 2009
  • Publisher: HarperCollins e-books
  • Print Length: 336 Pages
  • Language: English
  • Series: Collins Business Essentials
  • Requirements: To view this book, you must have an iOS device with iBooks 1.3.1 or later and iOS 4.3.3 or later, or a Mac with iBooks 1.0 or later and OS X 10.9 or later.

Customer Ratings