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