"In this highly acclaimed New York Times bestseller, Dr. Robert B. 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"-- Provided by publisher.

Revised edition of the author's Influence , c1993.

Levers of influence: (Power) tools of the trades -- Reciprocation: The old give and take -- Liking: The friendly thief -- Social proof: Truths are us -- Authority: Directed deference -- Scarcity: The rule of the few -- Commitment and consistency: Hobgoblins of the mind -- Unity: The "we" is the shared me -- Instant influence: Primitive consent for an automatic age.