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OLS Field Name OLS Field Data
Main Title Influence : the psychology of persuasion /
Author Cialdini, Robert B.,
Publisher Collins Business,
Year Published 2007
OCLC Number 77527024
ISBN 9780061241895; 006124189X
Subjects Influence (Psychology) ; Persuasion (Psychology) ; Compliance. ; Psychologie sociale. ; Influence sociale. ; Aspects psychologiques. ; Négociation. ; Communication. ; Beeinflussung ; Massenmedien ; Persuasäao. ; Influãencias inter-pessoais. ; Cooperative Behavior. ; Persuasive Communication. ; Beeinflussung.--(DE-588)4005203-5 ; Massenmedien.--(DE-588)4037877-9
Internet Access
Description Access URL
Publisher description http://catdir.loc.gov/catdir/description/hc044/93002549.html
Holdings
Library Call Number Additional Info Location Last
Modified
Checkout
Status
ELCM HR BF774.C533 2007 NVFEL Library/Ann Arbor, MI 09/22/2014
Edition Rev. ed. ; 1st Collins business essentials ed.
Collation xiv, 320 pages : illustrations, portraits ; 21 cm
Notes
Includes bibliographical references (pages 293-309) and index.
Contents Notes
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 -- Instant influence: Primitive consent for an automatic age. Dr. Robert Cialdini explains the psychology of why people say "yes" -- and how to apply these understandings. You'll learn the six universal principles, how to use them to become a skilled persuader -- and how to defend yourself against them.