| 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 |
|
| 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. |
