Zimbardo’s thoughts on the experiment are interesting not only because he conducted it, but because he was a part of it, acting as the prison warden - which, needless to say, has serious ethical connotations. (The controversy was such that there was even a mostly-accurate movie dramatization released in 2015!) Without giving too much away, the experiment ran into some serious roadblocks that meant it had to be discontinued after only six days. The Stanford Prison Experiment was Zimbardo’s 1971 study looking into the effects of different situational factors on conformity by putting college student volunteers into a fake prison environment for -2 weeks. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research-as well as by a three-year field study on what moves people to change behavior- Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.The Lucifer Effect is Professor Philip Zimbardo’s first detailed account of his infamous Stanford Prison Experiment and the conclusions he took from it. Understanding and applying the six principles ethically is cost-free and deceptively easy. Scarcity: We want more of what is less available or dwindling in availability.Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise.

Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them.

And the more, people undertaking that action, the more we consider that action correct. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take.Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions.Reciprocation: The internal pull to repay what another person has provided us.You’ll learn the six universal principles of influence and how to use them to become a skilled persuader-and, just as importantly, how to defend yourself against dishonest influence attempts:

Cialdini-the seminal expert in the field of influence and persuasion-explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations. In this highly acclaimed New York Times bestseller, Dr. The widely adopted, now classic book on influence and persuasion-a major national and international bestseller with more than four million copies sold!

Robert b cialdini books