000			01928cam a2200385 a 4500
001			ocm77527024
003			OCoLC
005			20251028093359.0
008			070104s2007 nyuac b 001 0 eng c
035			_a(Sirsi) i9780061241895
040			_aE9L _beng _cE9L _dBAKER _dYDXCP _dOSU _dHNW _dBTCTA _dCUY _dUBA _dILI _dVET _dU5D _dDEBBG _dNSB _dOCLCF _dOCLCQ _dBEDGE _dOCLCQ _dVF$
020			_a006124189X _q(pbk.)
020			_a9780061241895 _q(pbk.)
035			_a(OCoLC)77527024
042			_apcc
050		4	_aBF 774 _b.C533 2007
049			_aVF$A
100	1		_aCialdini, Robert B.
245	1	0	_aInfluence : _bthe psychology of persuasion / _cRobert B. Cialdini.
246	3	0	_aPsychology of persuasion
250			_aRev. ed. ; 1st Collins business essentials ed.
260			_aNew York : _bCollins, _c2007.
300			_axiv, 320 pages : _billustrations, portraits ; _c21 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references (pages 293-309) and index.
505	0		_aWeapons of influence -- Reciprocation: the old give and take, and take -- Commitment and consistency: hobgoblins of the mind -- Social proof: truths are us -- Liking: the friendly thief -- Authority: directed deference -- Scarcity: the rule of the few -- Instant influence: primitive consent for an automatic age.
520			_aIn this book, the author, a psychology professor and researcher explains the psychology of why people say yes, and how to apply these understandings. He introduces the six psychological principles that drive the human impulse to comply to the pressures of others, how to use them to become a skilled persuader, and also reveals how to defend oneself against manipulation.
650		0	_aInfluence (Psychology)
650		0	_aPersuasion (Psychology)
650		0	_aCompliance.
994			_aC0 _bVF$
999			_c136122 _d136122