{"id":3684,"date":"2022-01-26T17:14:45","date_gmt":"2022-01-26T22:14:45","guid":{"rendered":"https:\/\/espacesolo.ca\/bloggy\/?p=3684"},"modified":"2025-05-14T13:25:42","modified_gmt":"2025-05-14T17:25:42","slug":"influence-the-psychology-of-persuasion","status":"publish","type":"post","link":"https:\/\/www.natmark.net\/bloggy\/influence-the-psychology-of-persuasion\/","title":{"rendered":"Influence &#8211; The Psychology of Persuasion"},"content":{"rendered":"<p style=\"margin-bottom: 0px; margin-top: 0px;\"><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-3685 size-full\" src=\"https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2022\/01\/influence.jpg\" alt=\"Influence - The psychology of persuation\" width=\"165\" height=\"248\" \/>Auteurs : Robert B. Cialdini, PhD (336 pages)<\/p>\n<p style=\"margin-bottom: 0px; margin-top: 0px;\">\u00c9diteur : Harper Business<\/p>\n<p style=\"margin-bottom: 0px; margin-top: 0px;\">ISBN-10 : 006124189X<br \/>\nISBN-13 : 978-0061241895<\/p>\n<p style=\"margin-top: 0px;\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-3214\" src=\"https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2020\/12\/5-stars.png\" alt=\"5 \u00e9toiles\" width=\"76\" height=\"16\" \/><\/p>\n<p><!--\n\n\n<div style=\"text-align: left; padding-bottom: 20px;\"><span style=\"font-size: .8em;\">\u00c9coutez la version audio de ce billet\n<audio controls=\"controls\"><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\"><\/span> \n<source src=\"https:\/\/espacesolo.ca\/audios\/influence.ogg\" type=\"audio\/ogg\" \/>\n <span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\"><\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\"><\/span><source src=\"https:\/\/espacesolo.ca\/audios\/influence.mp3\" type=\"audio\/mpeg\" \/><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_end\"><\/span><span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_end\"><\/span>\n<span style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" data-mce-type=\"bookmark\" class=\"mce_SELRES_start\"><\/span><\/audio><\/span><\/div>\n\n\n--><br \/>\nIl nous est tous arriv\u00e9 de sortir d&rsquo;une rencontre ou d&rsquo;un entretien avec le net sentiment de s&rsquo;\u00eatre fait avoir. Et \u00e0 plus d&rsquo;une occasion. \u00c0 chaque fois, on se promet qu&rsquo;on ne nous y prendra plus et, quelques mois plus tard&#8230; BAM ! On se retrouve encore les doigts coinc\u00e9s dans le m\u00eame engrenage.<\/p>\n<p>Cessez de vous taper sur la t\u00eate, ce n&rsquo;est pas de votre faute. Du moins, pas enti\u00e8rement.<\/p>\n<p><!--more--><\/p>\n<p>Dans ce livre, l&rsquo;auteur nous explique la fa\u00e7on dont notre cerveau fonctionne et comment il nous rend particuli\u00e8rement vuln\u00e9rable face \u00e0 certaines approches (et tactiques) souvent utilis\u00e9es pour nous faire dire \u00ab\u00a0oui\u00a0\u00bb alors qu&rsquo;on aurait voulu dire \u00ab\u00a0non\u00a0\u00bb.<\/p>\n<p>Avec quantit\u00e9 d&rsquo;exemples pertinents \u00e0 l&rsquo;appui pour mieux nous \u00e9clairer, Cialdini nous explique les facteurs d&rsquo;influence qui d\u00e9clenchent en nous les automatismes qui nous font tr\u00e9bucher \u00e0 r\u00e9p\u00e9tition. On y trouve :<\/p>\n<ul>\n<li><strong>La r\u00e9ciprocit\u00e9<\/strong>\u00a0: qui nous pousse \u00e0 se sentir endett\u00e9s envers quiconque nous rend un service, si petit soit-il.<\/li>\n<li><strong>L&rsquo;engagement et la coh\u00e9rence<\/strong> : \u00e0 la base de notre ent\u00eatement \u00e0 demeurer dans la voie o\u00f9 nous nous somme engag\u00e9e.<\/li>\n<li><strong>La preuve sociale<\/strong>\u00a0: qui nous incite, face \u00e0 une situation inconnue, \u00e0 adopter la m\u00eame attitude que ceux qui nous entourent.<\/li>\n<li><strong>L&rsquo;appr\u00e9ciation<\/strong>\u00a0: qui nous rend plus favorable aux demandes des gens que l&rsquo;on conna\u00eet ou que l&rsquo;on appr\u00e9cie.<\/li>\n<li><strong>L&rsquo;autorit\u00e9<\/strong>\u00a0: qui nous fait ob\u00e9ir sans questionner les ordres de ceux qui repr\u00e9sentent le pouvoir (m\u00eame symboliquement).<\/li>\n<li><strong>La raret\u00e9<\/strong>\u00a0: qui nous pousse \u00e0 vouloir plus intens\u00e9ment ce qui semble difficile \u00e0 obtenir.<\/li>\n<li><strong>L&rsquo;unit\u00e9\u00a0:<\/strong> * qui repr\u00e9sente l&rsquo;identit\u00e9 partag\u00e9e et la force du lien d&rsquo;appartenance \u00e0 une autre personne (club, \u00e9cole, \u00e9quipe sportive, etc.) &#8211; <span style=\"font-size: .8em;\">(* uniquement mentionn\u00e9e dans son \u00e9dition r\u00e9vis\u00e9e de 2021)<\/span>.<\/li>\n<\/ul>\n<p>Heureusement, apr\u00e8s la pr\u00e9sentation de chaque facteur d&rsquo;influence, l&rsquo;auteur nous donne ensuite quelques pistes pour demeurer \u00e0 l&rsquo;aff\u00fbt et se pr\u00e9munir de ses effets pervers.<\/p>\n<p>Un tr\u00e8s bon livre qui nous ouvre les yeux sur les automatismes qui nous rendent vuln\u00e9rable \u00e0 l&rsquo;influence de ceux qui en abusent et nous indique comment les utiliser de fa\u00e7on \u00e9thique dans la vie et en affaires. \u00c0 lire absolument! Vous vous y retrouverez s\u00fbrement.<\/p>\n<hr \/>\n<p><strong>En jaquette du livre <\/strong>(en version anglaise)<strong> : <\/strong><\/p>\n<p>In the new edition of this highly acclaimed bestseller, Robert Cialdini\u2014New York Times bestselling author of <em>Pre-Suasion<\/em> and the seminal expert in the fields of influence and persuasion\u2014explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don\u2019t have to be a scientist to learn how to use this science.<\/p>\n<p>You&rsquo;ll learn Cialdini&rsquo;s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader\u2014and just as importantly, you&rsquo;ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.<\/p>\n<p>Cialdini&rsquo;s Principles of Persuasion: Reciprocation &#8211; Commitment and Consistency &#8211; Social Proof &#8211; Liking &#8211; Authority &#8211; Scarcity &#8211; Unity, the newest principle for this edition.<\/p>\n<p>Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini\u2019s 35 years of evidence-based, peer-reviewed scientific research\u2014including a three-year field study on what leads people to change\u2014Influence is a comprehensive guide to using these principles to move others in your direction.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Auteurs : Robert B. Cialdini, PhD (336 pages) \u00c9diteur : Harper Business ISBN-10 : 006124189X ISBN-13 : 978-0061241895 Il nous est tous arriv\u00e9 de sortir d&rsquo;une rencontre ou d&rsquo;un entretien avec le net sentiment de s&rsquo;\u00eatre fait avoir. Et \u00e0 plus d&rsquo;une occasion. \u00c0 chaque fois, on se promet qu&rsquo;on ne nous y prendra plus [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[509],"tags":[575,604,621,654,683],"class_list":{"0":"post-3684","1":"post","2":"type-post","3":"status-publish","4":"format-standard","6":"category-lectures","7":"tag-ethique","8":"tag-influence","9":"tag-lecture-daffaires","10":"tag-persuasion","11":"tag-resume-de-livre","12":"entry"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Influence - The Psychology of Persuasion - Le Blogue du Solo<\/title>\n<meta name=\"description\" content=\"Apprenez \u00e0 rep\u00e9rer et \u00e0 mieux comprendre les facteurs d&#039;influence qui sont \u00e0 la base de vos r\u00e9flexes inconscients.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.natmark.net\/bloggy\/influence-the-psychology-of-persuasion\/\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Influence - The Psychology of Persuasion - Le Blogue du Solo\" \/>\n<meta property=\"og:description\" content=\"Apprenez \u00e0 rep\u00e9rer et \u00e0 mieux comprendre les facteurs d&#039;influence qui sont \u00e0 la base de vos r\u00e9flexes inconscients.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.natmark.net\/bloggy\/influence-the-psychology-of-persuasion\/\" \/>\n<meta property=\"og:site_name\" content=\"Le Blogue du Solo\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/pages\/Natmark-Concept\/293760378802\" \/>\n<meta property=\"article:published_time\" content=\"2022-01-26T22:14:45+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-05-14T17:25:42+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.natmark.net\/bloggy\/wp-content\/uploads\/2022\/01\/influence.jpg\" \/>\n<meta name=\"author\" content=\"Nathalie\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@https:\/\/twitter.com\/MmeNatmark\" \/>\n<meta name=\"twitter:label1\" content=\"\u00c9crit par\" \/>\n\t<meta name=\"twitter:data1\" content=\"Nathalie\" \/>\n\t<meta name=\"twitter:label2\" content=\"Dur\u00e9e de lecture estim\u00e9e\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/influence-the-psychology-of-persuasion\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/influence-the-psychology-of-persuasion\\\/\"},\"author\":{\"name\":\"Nathalie\",\"@id\":\"https:\\\/\\\/www.natmark.net\\\/bloggy\\\/#\\\/schema\\\/person\\\/0dcf6c8a4950b213f25f3d320a4b12e8\"},\"headline\":\"Influence &#8211; 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