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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 | |