Record Display for the EPA National Library Catalog
RECORD NUMBER: 1357 OF 2507Main Title | Influence : the psychology of persuasion / | |||||||||||
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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 | |||||||||||
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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. |
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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. |