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Influence : Science and Practice



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  • Influence
  • Influence : Science and Practice
    Influence : Science and Practice


What factors cause someone to say yes? And which techniques most effectively use these factors to bring about such compliance? In his best-selling book, Robert Cialdini, former salesperson, fund-raiser, and advertiser, and current professor of social psychology, examines the science and practice of persuasion and compliance. Praised for its enjoyable writing, practical suggestions, and scientifically documented content, prior editions have been widely read by business professionals, fund-raisers, and those interested in psychology. Book jacket.

Author Biography

Robert B. Cialdini is a well-known and influential speaker who gives frequent speeches on The Power of Ethical Influence to such organizations as IBM, the Mayo Clinic, and NATO. He is currently Regents' Professor of Psychology at Arizona State University

Table of Contents

Prefacep. ix
Introductionp. xi
Weapons of Influencep. 1
Click, Whirrp. 2
Betting the Shortcut Oddsp. 6
The Profiteersp. 10
Jujitsup. 12
Summaryp. 16
Study Questionsp. 16
Reciprocation: The Old Give and Take ... and Takep. 18
How the Rule Worksp. 22
The Rule Is Overpoweringp. 23
Politicsp. 26
The Not-So-Free Samplep. 28
The Rule Enforces Uninvited Debtsp. 31
The Rule Can Trigger Unequal Exchangesp. 33
Reciprocal Concessionsp. 35
Rejection-Then-Retreatp. 37
Reciprocal Concessions, Perceptual Contrast, and the Watergate Mysteryp. 40
Damned If You Do, Damned If You Don'tp. 42
Here's My Blood, and Do Call Againp. 43
The Sweet, Secret Side Effectsp. 44
Responsibilityp. 44
Satisifactionp. 45
Defensep. 45
Rejecting the Rulep. 45
Smoking Out the Enemyp. 47
Summaryp. 49
Study Questionsp. 50
Commitment and Consistency: Hobgoblins of the Mindp. 51
Whirring Alongp. 53
The Quick Fixp. 54
The Foolish Fortressp. 54
Seek and Hidep. 56
Commitment Is the Keyp. 59
Hearts and Mindsp. 66
The Magic Actp. 67
The Public Eyep. 71
The Effort Extrap. 73
The Inner Choicep. 79
Growing Legs to Stand Onp. 83
Standing Up for the Public Goodp. 86
Defensep. 89
Stomach Signsp. 89
Heart-of-Hearts Signsp. 91
Special Vulnerabilitiesp. 93
Summaryp. 95
Study Questionsp. 96
Social Proof: Truths Are Usp. 97
The Principle of Social Proofp. 99
People Powerp. 99
After the Delugep. 102
Cause of Death: Uncertain(ty)p. 109
A Scientific Approachp. 113
Devictimizing Yourselfp. 115
Monkey Me, Monkey Dop. 117
Monkey Diep. 120
Monkey Islandp. 128
Defensep. 131
Sabotagep. 132
Looking Upp. 135
Summaryp. 138
Study Questionsp. 139
Liking: The Friendly Thiefp. 141
Making Friends to Influence Peoplep. 144
Why Do I Like You? Let Me List the Reasonsp. 146
Physical Attractivenessp. 146
Similarityp. 148
Complimentsp. 149
Contact and Cooperationp. 151
Off to Campp. 154
Back to Schoolp. 156
Conditioning and Associationp. 159
Does the Name Pavlov Ring a Bell?p. 163
From the News and Weather to the Sportsp. 166
Defensep. 170
Summaryp. 172
Study Questionsp. 172
Authority: Directed Deferencep. 174
The Power of Authority Pressurep. 176
The Allures and Dangers of Blind Obediencep. 180
Connotation Not Contentp. 184
Titlesp. 184
Clothesp. 186
Trappingsp. 190
Defensep. 191
Authoritative Authorityp. 191
Sly Sincerityp. 192
Summaryp. 195
Study Questionsp. 196
Scarcity: The Rule of the Fewp. 198
Less Is Best and Loss Is Worstp. 199
Limited Numbersp. 200
Time Limitsp. 207
Psychological Reactancep. 203
Adult Reactance: Love, Guns, and Sudsp. 206
Censorshipp. 210
Optimal Conditionsp. 213
New Scarcity: Costlier Cookies and Civil Conflictp. 213
Competition for Scarce Resources: Foolish Furyp. 217
Defensep. 221
Summaryp. 225
Study Questionsp. 226
Instant Influence: Primitive Consent for an Automatic Agep. 227
Primitive Automaticityp. 228
Modern Automaticityp. 230
Shortcuts Shall Be Sacredp. 231
Summaryp. 233
Study Questionsp. 234
Referencesp. 235
Indexp. 254
Creditsp. 260
Table of Contents provided by Ingram. All Rights Reserved.

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