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Influence : Science and Practice,9780673467515

Influence : Science and Practice

by
Edition:
3rd
ISBN13:

9780673467515

ISBN10:
0673467511
Format:
Paperback
Pub. Date:
2/1/1993
Publisher(s):
Addison-Wesley
List Price: $38.00
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Table of Contents

Preface ix
Introduction xiii
Weapons of Influence:
1(18)
Click, Whirr
2(4)
Betting the Shortcut Odds
6(3)
The Profiteers
9(2)
Jujitsu
11(4)
Reader's Report
15(1)
Summary
16(1)
Study Questions
16(3)
Reciprocation: The Old Give and Take...and Take
19(31)
How the Rule Works
21(13)
The Rule Is Overpowering
22(3)
Politics
25(1)
The Not-So-Free Sample
26(3)
The Rule Enforces Uninvited Debts
29(2)
The Rule Can Trigger Unfair Exchanges
31(3)
Reciprocal Concessions
34(2)
Rejection-Then-Retreat
36(8)
Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery
39(2)
Damned If You Do, Damned If You Don't
41(1)
Here's My Blood, and Do Call Again
42(1)
The Sweet, Secret Side Effects
43(1)
Responsibility
44(1)
Satisfaction
44(1)
Defense
44(3)
Rejecting the Rule
45(1)
Smoking Out the Enemy
46(1)
Reader's Report
47(1)
Summary
48(1)
Study Questions
49(1)
Commitment and Consistency: Hobgoblins of the Mind
50(44)
Whirring Along
51(7)
The Quick Fix
52(1)
The Foolish Fortress
53(3)
Seek and Hide
56(2)
Commitment Is the Key
58(28)
Hearts and Minds
64(1)
The Magic Act
65(3)
The Public Eye
68(2)
The Effort Extra
70(6)
The Inner Choice
76(4)
Growing Legs to Stand On
80(3)
Standing Up for the Public Good
83(3)
Defense
86(4)
Stomach Signs
86(2)
Heart-of-Hearts Signs
88(2)
Reader's Report
90(1)
Summary
91(1)
Study Questions
92(2)
Social Proof: Truths Are Us
94(42)
The Principle of Social Proof
95(11)
People Power
96(4)
After the Deluge
100(6)
Cause of Death: Uncertain(ty)
106(8)
A Scientific Approach
109(3)
Devictimizing Yourself
112(1)
Many Are Called But Only One Should Be Chosen
113(1)
Monkey Me, Monkey Do
114(12)
Monkey Die
116(7)
Monkey Island
123(3)
Defense
126(6)
Sabotage
127(3)
Looking Up
130(2)
Reader's Report
132(1)
Summary
133(1)
Study Questions
134(2)
Liking: The Friendly Thief
136(35)
Making Friends to Influence People
139(1)
Why Do I Like You? Let Me List the Reasons
140(14)
Physical Attractiveness
140(2)
Similarity
142(1)
Compliments
143(2)
Contact and Cooperation
145(2)
Off to Camp
147(2)
Back to School
149(5)
Conditioning and Association
154(12)
Does the Name Pavlov Ring a Bell?
158(2)
From the News and Weather to the Sports
160(6)
Defense
166(2)
Reader's Report
168(1)
Summary
169(1)
Study Questions
170(1)
Authority: Directed Deference
171(23)
The Power of Authority Pressure
173(4)
The Allures and Dangers of Blind Obedience
177(3)
Connotation Not Content
180(7)
Titles
181(3)
Clothes
184(2)
Trappings
186(1)
Defense
187(4)
Authoritative Authority
188(1)
Sly Sincerity
189(2)
Reader's Report
191(1)
Summary
192(1)
Study Questions
193(1)
Scarcity: The Rule of the Few
194(29)
Less Is Best And Loss Is Worst
195(4)
Limited Numbers
196(1)
Time Limits
197(2)
Psychological Reactance
199(10)
Adult Reactance: Love, Guns, and Suds
202(3)
Censorship
205(4)
Optimal Conditions
209(7)
New Scarcity: Costlier Cookies and Civil Conflict
209(4)
Competition for Scarce Resources: Foolish Fury
213(3)
Defense
216(4)
Reader's Report
220(1)
Summary
220(1)
Study Questions
221(2)
Instant Influence: Primitive Consent for an Automatic Age
223(8)
Primitive Automaticity
224(1)
Modern Automaticity
225(2)
Shortcuts Shall Be Sacred
227(2)
Summary
229(1)
Study Questions
229(2)
References 231(16)
Credits 247(2)
Index 249


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