Influence Science and Practice

ISBN-10: 0205609996
ISBN-13: 9780205609994
Edition: 5th 2009
List price: $38.00 Buy it from $14.88
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Description: What are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance? nbsp; In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and  More...

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Book details

List price: $38.00
Edition: 5th
Copyright year: 2009
Publisher: Prentice Hall PTR
Publication date: 7/29/2008
Binding: Paperback
Pages: 272
Size: 6.00" wide x 9.25" long x 0.50" tall
Weight: 0.638
Language: English

What are the factors that cause one person to say yes to another person? And which techniques most effectively use these factors to bring about such compliance? nbsp; In his bestselling book, Robert Cialdini, former salesperson, fundraiser, and advertiser, examines the science and practice of compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented material, previous editions have been widely read by business professionals, fundraisers, and those interested in psychology. nbsp; The new Fifth Edition includes twice as many first hand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.

Preface
Introduction
Weapons of Influence
Click, Whirr
Betting the Shortcut Odds
The Profiteers
Jujitsu
Summary
Study Questions
Reciprocation: The Old Give and Take ... and Take
How the Rule Works
The Rule Is Overpowering
Politics
The Not-So-Free Sample
The Rule Enforces Uninvited Debts
The Rule Can Trigger Unequal Exchanges
Reciprocal Concessions
Rejection-Then-Retreat
Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery
Damned If You Do, Damned If You Don't
Here's My Blood, and Do Call Again
The Sweet, Secret Side Effects
Responsibility
Satisifaction
Defense
Rejecting the Rule
Smoking Out the Enemy
Summary
Study Questions
Commitment and Consistency: Hobgoblins of the Mind
Whirring Along
The Quick Fix
The Foolish Fortress
Seek and Hide
Commitment Is the Key
Hearts and Minds
The Magic Act
The Public Eye
The Effort Extra
The Inner Choice
Growing Legs to Stand On
Standing Up for the Public Good
Defense
Stomach Signs
Heart-of-Hearts Signs
Special Vulnerabilities
Summary
Study Questions
Social Proof: Truths Are Us
The Principle of Social Proof
People Power
After the Deluge
Cause of Death: Uncertain(ty)
A Scientific Approach
Devictimizing Yourself
Monkey Me, Monkey Do
Monkey Die
Monkey Island
Defense
Sabotage
Looking Up
Summary
Study Questions
Liking: The Friendly Thief
Making Friends to Influence People
Why Do I Like You? Let Me List the Reasons
Physical Attractiveness
Similarity
Compliments
Contact and Cooperation
Off to Camp
Back to School
Conditioning and Association
Does the Name Pavlov Ring a Bell?
From the News and Weather to the Sports
Defense
Summary
Study Questions
Authority: Directed Deference
The Power of Authority Pressure
The Allures and Dangers of Blind Obedience
Connotation Not Content
Titles
Clothes
Trappings
Defense
Authoritative Authority
Sly Sincerity
Summary
Study Questions
Scarcity: The Rule of the Few
Less Is Best and Loss Is Worst
Limited Numbers
Time Limits
Psychological Reactance
Adult Reactance: Love, Guns, and Suds
Censorship
Optimal Conditions
New Scarcity: Costlier Cookies and Civil Conflict
Competition for Scarce Resources: Foolish Fury
Defense
Summary
Study Questions
Instant Influence: Primitive Consent for an Automatic Age
Primitive Automaticity
Modern Automaticity
Shortcuts Shall Be Sacred
Summary
Study Questions
References
Index
Credits

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