GC Bookclub - January 2026

The Psychology of Persuasion by Robert B. Cialdini

The Psychology of Persuasion by Robert B. Cialdini is a timeless and practical exploration into the forces that influence human decision making. Drawing on decades of research in social psychology, Cialdini distills persuasion into six core principles: 1-reciprocity, 2-commitment and consistency, 3-social proof, 4-authority, 5-liking, and 6-scarcity. Each of these is backed by compelling real world examples. The writing is engaging, accessible, and rooted in evidence, making complex behavioral science actionable.

For procurement leaders, mastering persuasion isn’t just about negotiation tactics, it’s about understanding the psychological drivers that affect supplier relationships, stakeholder buy-in, and internal alignment. The author's insights help procurement pleaders decode why people say “yes” and how to ethically and effectively guide decisions. Whether you’re aligning stakeholders around a sourcing strategy, negotiating contracts, or building supplier cooperation, these principles give you a clear edge.

Why Procurement Leaders Should Read It: Procurement is both analytical and relational, and success depends on influencing diverse internal and external partners. The Psychology of Persuasion equips leaders with evidence based tools to strengthen negotiations, build trust, and drive better outcomes across the supply chain. It’s a strategic investment in the human side of procurement.