Influence: Science and Practice

by Cialdini & Cialdini

• ISBN13: 9780205609994
• ISBN10: 0205609996
• Edition: 5th
• Format: Paperback
• Copyright: 2009-01-01
• Publisher: Pearson

Summary

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

Preface	p. ix
Introduction	p. xi
Weapons of Influence	p. 1
Click, Whirr	p. 2
Betting the Shortcut Odds	p. 6
The Profiteers	p. 10
Jujitsu	p. 12
Summary	p. 16
Study Questions	p. 16
Reciprocation: The Old Give and Take ... and Take	p. 18
How the Rule Works	p. 22
The Rule Is Overpowering	p. 23
Politics	p. 26
The Not-So-Free Sample	p. 28
The Rule Enforces Uninvited Debts	p. 31
The Rule Can Trigger Unequal Exchanges	p. 33
Reciprocal Concessions	p. 35
Rejection-Then-Retreat	p. 37
Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery	p. 40
Damned If You Do, Damned If You Don't	p. 42
Here's My Blood, and Do Call Again	p. 43
The Sweet, Secret Side Effects	p. 44
Responsibility	p. 44
Satisifaction	p. 45
Defense	p. 45
Rejecting the Rule	p. 45
Smoking Out the Enemy	p. 47
Summary	p. 49
Study Questions	p. 50
Commitment and Consistency: Hobgoblins of the Mind	p. 51
Whirring Along	p. 53
The Quick Fix	p. 54
The Foolish Fortress	p. 54
Seek and Hide	p. 56
Commitment Is the Key	p. 59
Hearts and Minds	p. 66
The Magic Act	p. 67
The Public Eye	p. 71
The Effort Extra	p. 73
The Inner Choice	p. 79
Growing Legs to Stand On	p. 83
Standing Up for the Public Good	p. 86
Defense	p. 89
Stomach Signs	p. 89
Heart-of-Hearts Signs	p. 91
Special Vulnerabilities	p. 93
Summary	p. 95
Study Questions	p. 96
Social Proof: Truths Are Us	p. 97
The Principle of Social Proof	p. 99
People Power	p. 99
After the Deluge	p. 102
Cause of Death: Uncertain(ty)	p. 109
A Scientific Approach	p. 113
Devictimizing Yourself	p. 115
Monkey Me, Monkey Do	p. 117
Monkey Die	p. 120
Monkey Island	p. 128
Defense	p. 131
Sabotage	p. 132
Looking Up	p. 135
Summary	p. 138
Study Questions	p. 139
Liking: The Friendly Thief	p. 141
Making Friends to Influence People	p. 144
Why Do I Like You? Let Me List the Reasons	p. 146
Physical Attractiveness	p. 146
Similarity	p. 148
Compliments	p. 149
Contact and Cooperation	p. 151
Off to Camp	p. 154
Back to School	p. 156
Conditioning and Association	p. 159
Does the Name Pavlov Ring a Bell?	p. 163
From the News and Weather to the Sports	p. 166
Defense	p. 170
Summary	p. 172
Study Questions	p. 172
Authority: Directed Deference	p. 174
The Power of Authority Pressure	p. 176
The Allures and Dangers of Blind Obedience	p. 180
Connotation Not Content	p. 184
Titles	p. 184
Clothes	p. 186
Trappings	p. 190
Defense	p. 191
Authoritative Authority	p. 191
Sly Sincerity	p. 192
Summary	p. 195
Study Questions	p. 196
Scarcity: The Rule of the Few	p. 198
Less Is Best and Loss Is Worst	p. 199
Limited Numbers	p. 200
Time Limits	p. 207
Psychological Reactance	p. 203
Adult Reactance: Love, Guns, and Suds	p. 206
Censorship	p. 210
Optimal Conditions	p. 213
New Scarcity: Costlier Cookies and Civil Conflict	p. 213
Competition for Scarce Resources: Foolish Fury	p. 217
Defense	p. 221
Summary	p. 225
Study Questions	p. 226
Instant Influence: Primitive Consent for an Automatic Age	p. 227
Primitive Automaticity	p. 228
Modern Automaticity	p. 230
Shortcuts Shall Be Sacred	p. 231
Summary	p. 233
Study Questions	p. 234
References	p. 235
Index	p. 254
Credits	p. 260
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