• Introduction: How an injury led me to irrationality and to the research described here
• The truth about relativity : why everything is relative, even when it shouldn’t be
• The fallacy of supply and demand : why the price of pearls, and everything else, is up in the air
• The cost of zero cost : why we often pay too much when we pay nothing
• The cost of social norms : why we are happy to do things, but not when we are paid to do them
• The influence of arousal : why hot is much hotter than we realize
• The problem of procrastination and self-control : why we can’t make ourselves do what we want to do
• The high price of ownership : why we overvalue what we have
• Keeping doors open : why options distract us from our main objective
• The effect of expectations : why the mind gets what it expects
• The power of price : why a 50-cent aspirin can do what a penny aspirin can’t
• The context of our character, part I : why we are dishonest, and what we can do about it
• The context of our character, part II : why dealing with cash makes us more honest
• Beer and free lunches : what is behavioral economics, and where are the free lunches?

• A note on BBLP / Michele Landis Dauber.

• All chapters conclude with "Summary" and "Study Questions." Preface. Introduction. 1.Weapons of Influence. Click, Whirr. Betting the Shortcut Odd. The Profiteers. Jujitsu. Reader's Report. 2.Reciprocation: The Old Give and Take ! and Take. How the Rule Works. Reciprocal Concessions. Rejection-Then-Retreat. Defense. Reader's Report. 3.Commitment and Consistency: Hobgoblins of the Mind. Whirring Along. Commitment Is the Key. Defense. Reader's Report. 4.Social Proof: Truths Are Us. The Principle of Social Proof. Cause of Death: Uncertain(ty). Monkey Me, Monkey Do. Defense. Reader's Report. 5.Liking: The Friendly Thief. Making Friends to Influence People. Why Do I Like You? Let Me List the Reasons. Conditioning and Association. Defense. Reader's Report. 6.Authority: Directed Deference. The Power of Authority Pressure. The Allures and Dangers of Blind Obedience. Connotation Not Content. Defense. Reader's Report. 7.Scarcity: The Rule of the Few. Less Is Best and Loss Is Worst. Psychological Reactance. Optimal Conditions. Defense. Reader's Report. 8.Instant Influence: Primitive Consent for an Automatic Age. Primitive Automaticity. Modern Automaticity. Shortcuts Shall Be Sacred. References. Credits. Index.
• (source: Nielsen Book Data)9780205609994 20160528

Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
(source: Nielsen Book Data)9780205609994 20160528