Influence : the psychology of persuasion

Influence The psychology of persuasion

Robert B. Cialdini

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"--

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Location Call Number   Status
2nd Floor 153.852/Cialdini Due Nov 30, 2024
Subjects
Influence (Psychology)
Persuasion (Psychology)
Compliance.
Published
New York : Harper Business, an imprint of HarperCollins Publishers [2021]
Language
English
Main Author
Robert B. Cialdini (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

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