Influence, New and Expanded audiobook cover - Every day, tiny cues—prices, compliments, “popular choice” labels, expert badges—quietly steer decisions before we notice; this gentle guide helps listeners spot those cues, protect their interests, and use influence with care, clarity, and integrity.

Influence, New and Expanded

Every day, tiny cues—prices, compliments, “popular choice” labels, expert badges—quietly steer decisions before we notice; this gentle guide helps listeners spot those cues, protect their interests, and use influence with care, clarity, and integrity.

Robert B. Cialdini

★ 4.2 / 5(5 ratings)
Start ListeningDownload App
Categories:
Personal DevelopmentPsychologyCommunication Skills

If You're Curious About These Questions...

You should listen to this audiobook

Listen to Influence, New and Expanded — Free Audiobook

Loading player...

Key Takeaways from Influence, New and Expanded

Learning Tools

Reinforce what you learned from Influence, New and Expanded

Mind Map

Influence
Mental Shortcuts+
Reciprocation+
Scarcity+
Consistency+
Social Proof+
Liking+
Authority+

Quiz — Test Your Understanding

Question 1 of 11
What did the copy machine experiment reveal about human psychological shortcuts?
  • A. People only comply with requests if the reason provided is highly urgent.
  • B. People will often comply with a request if any reason is given, even a nonsensical one.
  • C. People are less likely to comply if the requestor seems rushed or stressed.
  • D. People ignore verbal reasons and base compliance strictly on the requestor's physical appearance.
Question 2 of 11
Why did impoverished Ethiopia send $5,000 to Mexico in 1985?
  • A. To establish a new international trade agreement.
  • B. Because they were pressured by the Red Cross and other international organizations.
  • C. Because Mexico had sent aid to Ethiopia 50 years prior, and they felt an overpowering need to reciprocate.
  • D. To manipulate Mexico into sending a much larger sum of money in return.
Question 3 of 11
How does the 'rejection-then-retreat' strategy work in negotiations?
  • A. You refuse to negotiate until the other party makes the first offer.
  • B. You start with an outrageously high request, then retreat to your actual goal, making it look like a concession.
  • C. You make a small request first, then gradually increase it until the other party rejects it.
  • D. You walk away from the negotiation table abruptly to create a sense of scarcity.
Question 4 of 11
According to the text, what two conditions make the scarcity principle particularly powerful?
  • A. High prices and celebrity endorsements.
  • B. Long-term unavailability and a lack of public interest.
  • C. A recent decrease in availability and a competitive environment.
  • D. Artificial time limits and complex product features.
Question 5 of 11
What does the 'Romeo and Juliet effect' demonstrate about human psychology?
  • A. People are naturally drawn to romantic relationships above all other social bonds.
  • B. Banning something or erecting barriers to it makes it significantly more desirable.
  • C. Tragedy and shared trauma often bring communities closer together.
  • D. People prefer choices that their parents or authority figures explicitly approve of.
Question 6 of 11
During the Korean War, how did Chinese interrogators successfully get American POWs to collaborate?
  • A. By offering them large financial rewards for cooperation.
  • B. By getting them to make small, written commitments that eventually changed their self-image.
  • C. By using physical torture to break their willpower.
  • D. By isolating them completely from other prisoners for months on end.
Question 7 of 11
Why do college fraternities resist transforming their harsh initiation rituals into community service?
  • A. Because community service is too expensive and logistically difficult to organize.
  • B. Because university rules strictly prohibit fraternities from doing mandatory community service.
  • C. Because they want members to make an inner choice to participate without the external justification of 'doing good.'
  • D. Because physical pain is considered the only accurate way to test a new member's physical strength.
Question 8 of 11
What is the most effective way to get help in an emergency if you are surrounded by a crowd?
  • A. Scream as loudly as possible so everyone in the vicinity hears you.
  • B. Wait quietly until someone naturally notices you are in distress.
  • C. Address the entire crowd and ask if anyone is a medical professional.
  • D. Single out a specific individual and give them a direct instruction.
Question 9 of 11
What grim phenomenon is associated with the 'Werther effect'?
  • A. A rise in violent crimes following a highly publicized murder.
  • B. An increase in unexplained car and plane crashes following a highly publicized suicide.
  • C. A spike in divorce rates after a major celebrity breakup is reported.
  • D. A sudden drop in charitable donations during an economic recession.
Question 10 of 11
How does the 'good cop/bad cop' interrogation method leverage the principle of liking?
  • A. It makes the suspect physically attracted to the good cop.
  • B. It creates the illusion that the good cop is on the suspect's team and cooperating toward a shared goal.
  • C. It relies on the suspect sharing the same hobbies and background as the interrogators.
  • D. It uses extreme flattery to make the suspect feel superior to the bad cop.
Question 11 of 11
What was the primary lesson from the story of the nurse who administered ear drops into a patient's anus?
  • A. Medical professionals often lack proper training in reading handwriting.
  • B. The presence of an authority figure can cause subordinates to obey without questioning illogical instructions.
  • C. Patients are often too intimidated to ask questions about their own medical treatments.
  • D. Written instructions are less effective than verbal instructions in a fast-paced hospital setting.

Influence, New and Expanded — Full Chapter Overview

Influence, New and Expanded Summary & Overview

This audio-friendly summary explores why people so often say yes when they meant to say no—buying things they didn’t plan to buy, agreeing to requests they don’t actually want, or following a decision that somehow doesn’t feel like their own. With a calm, practical tone, it highlights the subtle social and psychological patterns that guide human choice, especially in a fast-paced world that rewards quick reactions.

Across seven chapters, the narration walks through major principles of influence—automatic responses, reciprocity, liking, social proof, and authority—showing how they appear in everyday life and how they can be used either manipulatively or ethically. The aim isn’t to make listeners suspicious of everyone; it’s to help them become more aware, more grounded, and more able to choose what truly fits their values.

Who Should Listen to Influence, New and Expanded?

  • Listeners who want to make clearer decisions—especially around spending, sales pressure, and social expectations
  • Professionals who communicate, negotiate, sell, or lead—and want to influence others ethically and respectfully
  • Anyone who wants a steadier inner “pause button” before agreeing, buying, or following the crowd

About the Author: Robert B. Cialdini

This script adapts widely known persuasion research commonly associated with psychologist Robert B. Cialdini, whose work has shaped how many people understand influence, compliance, and decision-making in everyday life. The narration stays focused on the concepts presented in the provided text, offering a warm, practical listening experience.

🎧
Listen in the AppOffline playback & background play
Get App