授人以鱼，不如授人以渔

——《影响力》读后感

“现在我终于可以承认，我一直以来都是个容易受骗上当的人”，这本书的第一句话就引人入胜，它带着我启程阅读这本书的旅程，越往下读会越发现作者除了能深刻洞察社会的各种现象之外，他写作本书的手法、语句也是那样的朴素、自然、具有影响力。“影响力，影响力，影响力……”，如同书名一样，在不知不觉间它已经开始对我的思考方式、观察社会的角度产生了很大的影响力。

每一个人是整个社会活动的一份子，必须学会思考自己，思考他人。如果说，爱是人类永远的话题，那么，影响力也可说是人类恒久的追求。世上的每个人都想拥有影响力。可以用来改变他人，也可以用来扭转自己。而绝大多数人缺乏的并不是改变事物的勇气，而是改变事物的技巧。作者试图告诉我们，世界上最不为人所知的秘密之一就是。在过去的半个多世纪里，一小部分行为科学理论家和实践者已经发现了一种几乎可以改变任何事物的力量—影响力。我们没有意识到，穿越成功和失败的线索就是我们缺乏影响力。如果我们早就意识到这点，就会投入更多的精力寻求更新、更好的方法来提高影响力。而这个很好的方法不是大多数人认为的缺乏勇气，实际是改变事物的技巧。

书中拿出了很多社会现象进行解说，并将少数杰出的影响力大师经常运用的原则和技巧与读者分享，从而让我们有更多的方法来尽可能的施展我们自己的影响力，并使个人生活、家庭、伴侣甚至邻里间的关系发生重大的变化。书中运用了大量贴近生活的社会现象和事实作为案例来分析。作者每提出一个观点就会佐以大量事例来讲解说明。这是我感觉到本书的最大特点。全书共讲了六个影响人的武器:“互惠”、“承诺和一致”、“社会认同”、“喜好”、“权威”和“短缺”。每种武器都指向了我们非常平常的特点，而这恰恰是我们的弱点，而且可怕的是通常我们是没有察觉的。就拿社会认同来说吧。中国有古话:“三人成虎”“众口砾金”，大概讲的就是这么回事。很多时候我们的判断不是依照理性思考所作出的，而是从社会大众的普遍选择出发，人云亦云。在他们的强大的影响力面前失去了自身应该有的自我认知和自己的判断力，做出了一个可能不太合理，却满足了自身追求社会认同感的需求的选择。

在书中，作者正是从这些不易察觉的非理性选择入手，抽丝剥茧，一步步带我们认识心理学的奇妙之处。教我慢慢认清何以我们被他人轻易影响说出“是”这一词语的。听营销界人士称它为“宝典”，站在心理学的角度上，我看到它揭示出来的种种有趣的现象，看到它在实际生活中对心理学知识的灵活运用。合上书之后，我却发现我的世界并没有改变很多，很多不应该说“是”的时候我仍然情不自禁地说出那个字，它并没有改变我的世界观，它也没有给出改造我们行为习惯的建设性意见。作者的魅力

恰在于，他深刻揭示了这些现象，但似乎没有告诉我们可具操作性的方法去应对。就如同中国古典的哲学思维:以无招胜有招、大道至简。当我们在任何时候、任何场合去作出自己恰当的判断、自己独立的影响力的时候，所表现出来的不是硬生生学来的某一些招式，而是日积月累的个人素质和对社会的细微洞察。我感觉，作者写作此书的真正的影响力恰恰在于，是“授人以渔”，而非“授人以鱼”。

本书的作者罗伯特·西奥迪尼博士是美国亚利桑那州立大学心理学系的著名教授。他在多年的学习、教育、科研活动中，受到了很多实验社会心理学方面的严格训练。因此这本书给我的感觉更是直指内心深处，是对读者很好的心理分析，尤其在当今快节奏、高效率的社会生活中，我想它会给人有更好的心理刨析和指示作用。因此，读这样的书一开始就会让你忍俊不已，同时也给自己加上了自我分析、自我诊断的压力，不同于平时看小说时的放松随意，这样一本带学术性质的书，促使我毕恭毕敬地去阅读每一个字，越往下读，越对书的作者油然而生敬佩之意。字里行间流露出不同一般人的严谨，文章结构也很有逻辑，思辨性很强。从事心理学研究一个很重要的方法-论就是实证，中国的话叫“实践出真知”。阅读中，我深刻体会到作者对这句话理解得很深刻运用得很娴熟。

人性的弱点和优点都在这本书中得到了揭示——“自然人性”，也澄清了很多本不属于人性范畴的问题，如很多问题其实属于社会（组织）行为学的命题，我们姑且称之为“组织人性”，通过揭示和澄清，罗伯特教授让我们对营销中的有关伎俩了然于胸，发出“不过如此”的感叹，这必然会增强我们的信心。同时，也看到了自然人性和组织人性中潜藏的巨大而慑人的能量，如果能为我们所用，必定大有裨益，这是我对本书最大的感悟。

第二篇：影响力英文读后感修改版

Influencer: The power to change anything

—reaction to INfLUENCE

The teacher asked us to read the book-INFLUENCE during our freshman year. So I get the opportunity to appreciate elegant demeanor of the psychology master Dr. Robert Cialdini, to know the reason why something which people show no interest in at first is gone soon after its price is doubled and to know why some people are always so persuasive that we always involuntarily meet their demands and why people could not help raising their hand at the auction and some other doubts like this.

This is a book about life, negotiation, sale, psychological and other aspects. The paper mainly introduced influence of daily life, the six principles of one of the phenomenon about influence. The author analyzes the things around us with vivid cases. He deduces the Principles of Marketing in plain text and we can be inspired among the words and between the lines. There are many things which we could not understand in the world. For the unknown things, we always chose to trust authority or friends and believe in the public opinion and think that the rarer a thing is , the more it is worth . Learning from others or past experience can bring great convenience to themselves. And it is the dependence of the

fast decisions that give some smart guys the opportunity. We need other people’s help, so the possibility of success will be bigger.

We will found a rule that if a sucide case was widely reported and a series of similar cases followed. The evidence show that some widely publicized suicides followed by the number of deaths due to airline crash has increased greatly. Why do such a thing happen? People's inertia can lead to a lack of creativity. Apparently, people only dependent on imitating others when they encounter some problems ,even Suicide. People always can not find a way to solve When people began to weary even setbacks.Then They usually choose the solution which has been reported – suicide.

We have found a common phenomenon: Opera singers often use fake applause to stimulate the audience's enthusiastic response. It has won a huge success. With the continuous development of the join phenomenon, Its operators provide various forms and intensity of services. Dubbing laughter can hire some people who are good at making all kinds of laughters. However,in our point, it is this way that uses people's herd mentality to make a false phenomennon. People have been successful in controlling the people who use the social identity, even if these fake identity was so bad that one can see it.

I hadn’t found the power of ‘why do you say yes’ until I read this book. In spite of invisible, the strength is big enough to make you can't

refuse. INFLUENCE makes us clearly to discover the world's tricks, while preventing ourselves from cheating and also increasing our ability to influence others.

To sum up, I think INFLUENCE is a book about the weakness of human nature. It tells us why people obey, compromise and identity, and why we let the superstition authority, tell us how to have some rational knowledge, prevent from falling into the bad trap. There is a Chinese old saying: one should never intend to do harm to others，but should always guard against the harm others might do to him.

A good book in essence is not much. Reading without thinking is meaningless. However, we can learn a lot when we analyze and apply what we read into practice. In a word, I harvest a lot from reading this book and the reading is a pleasant experience.