Influence: The Psychology of Persuasion by Robert Cialdini
Your first persuasion book. This is a must read for everyone who is remotely interested in business, psychology and persuasion. Read a full review.
. Influence: The Psychology of Persuasion. New York: Harper Collins, 2007.
Yes! by Robert Cialdini & Noah Goldstein
Another of Cialdini's works. This book is split up into 50 sections, each with it's own research study and explanation. This book is more direct with more examples than Influence: Psychology of Persuasion.
, and . Yes!: 50 Scientifically Proven Ways to Be Persuasive. New York: First Free Press, 2008.
Sleight of Mouth by Robert Dilts
A classic book to read as an introduction to language patterns. This book contains elements that are more advanced and based around influence through language patterns (such as reframing, binds, etc) as opposed to studies.
. Sleight of Mouth: The Magic of Conversational Belief Change. Capitola: Meta Publications, 1999.
How to Make People Like You by Nicholas Boothman
This book is targetted solely to making the strongest first impression possible. Body language, word choice, VAK systems are all covered and explained in regards to making a new acquaintance like you in 90 seconds of less.
. How to Make People Like You in 90 Seconds or Less. New York: Workman Publishing, 2000.
Questions As Powerless Speech by Kevin Blankenship
Advanced research article focus on using questions as persuasion mechanisms. The language usage is complex and you can probably find a simplified version of this elsewhere.
and . "Language and persuasion: Tag questions as powerless speech or as interpreted in context." Journal of Experimental Social Psychology 43 (2006)
Priming and Influence by Kenneth DeMarree & Chris Loersch
A article published on the subject of priming and influence. Cover's the concepts of sublmininal and supraliminal priming and the fundamental attribution error.
and . "Who am I and who are you? Priming and the influence of self versus other focused attention." Journal of Experimental Social Psychology In Press, Corrected Proof (2008)
Actual and Perceived Difference by Robbie Sutton & Karen Douglas
Another article on the fundamental attribution error but expanded to differences between how we perceive ourselves versus others.
and . "Right about others, wrong about ourselves? Actual and perceived self-other differences in resistance to persuasion." British Journal of Social Psychology 43 (2004)
A theory of leadership effectiveness. New York: McGraw-Hill, 1967..
Cross-situational consistency and perceptual accuracy in leadership." Personality and Social Psychology Bulletin 21 (1995)and . "
Dispositional affect and leadership effectiveness: A comparison of self-esteem, optimism, and efficacy." Personality and Social Psychology Bulletin 26 (2000), , and . "
Predicting presidential performance in the United States: Equation replication on recent survey results." Personality and Social Psychology Bulletin 141 (2001). "
Affective-Cognitive Consistency and the Effect of Salient Behavioral Information on the Self-Perception of Attitudes." Journal of Personality and Social Psychology 41 (1981)and . "
Dispositional Differences in Cognitive Motivation: The Life and Times of Individuals Varying in Need for Cognition." Psychological Bulletin 119 (1996), , and . "
The Mindlessness of Ostensibly Thoughtful Action: The Role of "Placebic" Information in Interpersonal Interaction." Journal of Personality and Social Psychology 36 (1978), and . "
Social Psychology. Upper Saddle River: Pearson Education, 2007., and .