Influence : science and practice 9780061899874, 0061899879, 9780061899881, 0061899887, 9780061899904, 0061899909, 9780061241895, 006124189X

Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this

245 63 381KB

English Pages 320 Year 2009

Influence : science and practice
9780061899874, 0061899879, 9780061899881, 0061899887, 9780061899904, 0061899909, 9780061241895, 006124189X

Author / Uploaded
Robert B. Cialdini PhD

Table of contents :
Content: 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 --
Epilogue. Instant influence : primitive consent for an automatic age.

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