xiv, 320 p. : ill., ports. ; 21 cm.
  • Weapons of influence
  • Reciprocation : the old give and take--and take
  • Commitment and consistency : hobgoblins of the mind
  • Social proof : truths are us
  • Liking : the friendly thief
  • Authority : directed deference
  • Scarcity : the rule of the few
  • Epilogue. Instant influence : primitive consent for an automatic age.
"Influence", the classic book on persuasion, explains the psychology of why people say "yes" - and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader - and how to defend yourself against them. Perfect for people in all walks of life, the principles of "Influence" will move you toward profound personal change and act as a driving force for your success.
(source: Nielsen Book Data)9780061241895 20160528
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