Influence : the psychology of persuasion /
Cialdini, Robert B.
Influence : the psychology of persuasion / Psychology of persuasion Robert B. Cialdini. - Rev. ed. ; 1st Collins business essentials ed. - New York : Collins, c2007. - xiv, 320 p. : ill., ports. ; 21 cm.
Includes bibliographical references (p. [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.
006124189X (pbk.) 9780061241895 (pbk.)
Compliance.
Influence (Psychology)
Persuasion (Psychology)
Influence : the psychology of persuasion / Psychology of persuasion Robert B. Cialdini. - Rev. ed. ; 1st Collins business essentials ed. - New York : Collins, c2007. - xiv, 320 p. : ill., ports. ; 21 cm.
Includes bibliographical references (p. [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.
006124189X (pbk.) 9780061241895 (pbk.)
Compliance.
Influence (Psychology)
Persuasion (Psychology)