Book Being Reviewed:
Cialdini, R. (2001). Influence: Science and practice (4th ed.). Boston, MA: Allyn and Bacon.

Reviewer:
Donna Baird

Genre:
Current Events/Popular Culture

Subject Headings:
Relationships

Review:
Enlighten yourself about the impact of influence in our lives. In his book titled Influence: Science and Practice, author Robert Cialdini shares his experiences from immersing himself in the world of "compliance professionals" (e.g., salespersons, marketers, political advocates) for three years. His objective was to experience first-hand the commonly used techniques and strategies that were most effective for the professional in achieving their goals.

Dr. Cialdini relates experiences that are thought provoking for counseling practitioners because of the insight and varied perspectives provided about influence as well as strategies for devising influence that can be important in the therapeutic relationship. While his target audience is quite different, many of his suggestions and strategies are directly applicable to counseling. He utilized the participant observation approach to unearth information, which is then presented according to six fundamental psychological principles that direct human behavior-reciprocation, consistency, social proof, liking, authority and scarcity. Each principle is discussed in terms of its function in society and the enormous force that can be commissioned by compliance professionals.

This book gives a thought provoking perspective on human behavior as it relates to influence and the responses it can produce. Whether or not we’re aware of it, or willing to openly admit it, the counselor operates from a position of influence. Dr. Cialdini provides practitioners with tools to enhance the therapeutic relationship and novel approaches for working with clients.

Originally posted on 6/28/2010 at csi-net.org