Influence : the psychology of persuasion / Robert B. Cialdini.

By: Material type: TextPublication details: New York : Collins, 2007.Edition: Rev. ed. ; 1st Collins business essentials edDescription: xiv, 320 pages : illustrations, portraits ; 21 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 006124189X
  • 9780061241895
Other title:
  • Psychology of persuasion
Subject(s): LOC classification:
  • BF 774 .C533 2007
Contents:
Weapons of influence -- Reciprocation: the old give and take, and take -- Commitment and consistency: hobgoblins of the mind -- Social proof: truths are us -- Liking: the friendly thief -- Authority: directed deference -- Scarcity: the rule of the few -- Instant influence: primitive consent for an automatic age.
Summary: In this book, the author, a psychology professor and researcher explains the psychology of why people say yes, and how to apply these understandings. He introduces the six psychological principles that drive the human impulse to comply to the pressures of others, how to use them to become a skilled persuader, and also reveals how to defend oneself against manipulation.
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Holdings
Item type Current library Call number Status Barcode
Book Storms Research Center Main Collection BF 774 .C533 2007 (Browse shelf(Opens below)) Available 98650549

Includes bibliographical references (pages 293-309) and index.

Weapons of influence -- Reciprocation: the old give and take, and take -- Commitment and consistency: hobgoblins of the mind -- Social proof: truths are us -- Liking: the friendly thief -- Authority: directed deference -- Scarcity: the rule of the few -- Instant influence: primitive consent for an automatic age.

In this book, the author, a psychology professor and researcher explains the psychology of why people say yes, and how to apply these understandings. He introduces the six psychological principles that drive the human impulse to comply to the pressures of others, how to use them to become a skilled persuader, and also reveals how to defend oneself against manipulation.

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