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Influence : the psychology of persuasion

Author: Robert B Cialdini
Publisher: New York : Collins, ©2007.
Edition/Format:   Print book : English : Rev. ed. ; 1st Collins business essentials edView all editions and formats
Database:WorldCat
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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Document Type: Book
All Authors / Contributors: Robert B Cialdini
ISBN: 006124189X 9780061241895
OCLC Number: 77527024
Description: xiv, 320 pages : illustrations, portraits ; 21 cm
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.
Other Titles: Psychology of persuasion
Responsibility: Robert B. Cialdini.
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Abstract:

Explains the psychology of why people say "yes" - and how to apply these understandings. This book aims to teach the six principles, how to use them to become a skilled persuader - and how to defend  Read more...

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For markters, this book is among the most important books written in the last ten years. -- Journal of Mariketing Research Influence should be required reading for all business majors. -- Journal of Read more...

 
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