Influence The psychology of persuasion
Book - 2021
"In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini-the seminal expert in the field of influence and persuasion-explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations"--
Saved in:
- Subjects
- Published
-
New York :
Harper Business, an imprint of HarperCollins Publishers
[2021]
- Language
- English
- Main Author
- Edition
- First Harper Business new and expanded hardcover edition
- Item Description
- Revised edition of the author's Influence , c1993.
- Physical Description
- xix, 568 pages : illustrations ; 24 cm
- Bibliography
- Includes bibliographical references and index.
- ISBN
- 9780062937650
- Preface
- Introduction
- Chapter 1. Levers of Influence: (Power) Tools of the Trades
- Chapter 2. Reciprocation: The Old Give and Take
- Chapter 3. Liking: The Friendly Thief
- Chapter 4. Social Proof: Truths Are Us
- Chapter 5. Authority: Directed Deference
- Chapter 6. Scarcity: The Rule of the Few
- Chapter 7. Commitment and Consistency: Hobgoblins of the Mind
- Chapter 8. Unity: The "We" Is the Shared Me
- Chapter 9. Instant Influence: Primitive Consent for an Automatic Age
- Acknowledgments
- Notes
- Bibliography
- Index