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Influence : Science and Practice
ISBN: 9780673189424 | 0673189422
Edition: 2ndPublisher: Addison-Wesley
Pub. Date: 1/1/1988
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| ll chapters conclude with Summary and Study Questions | |
| Preface | |
| Introduction | |
| Weapons of Influence | |
| Click, Whirr | |
| Betting the Shortcut Odd | |
| The Profiteers | |
| Jujitsu | |
| Reader's Report | |
| Reciprocation: The Old Give and Take and Take | |
| How the Rule Works | |
| Reciprocal ... MORE | |
| Rejection-Then-Retreat | |
| Defense | |
| Reader's Report | |
| Commitment and Consistency: Hobgoblins of the Mind | |
| Whirring Along | |
| Commitment Is the Key | |
| Defense | |
| Reader's Report | |
| Social Proof: Truths Are Us | |
| The Principle of Social Proof | |
| Cause of Death: Uncertain(ty) | |
| Monkey Me, Monkey Do | |
| Defense | |
| Reader's Report | |
| 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 | |
| Authority: Directed Deference | |
| The Power of Authority Pressure | |
| The Allures and Dangers of Blind Obedience | |
| Connotation Not Content | |
| Defense | |
| Reader's Report | |
| Scarcity: The Rule of the Few | |
| Less Is Best and Loss Is Worst | |
| Psychological Reactance | |
| Optimal Conditions | |
| Defense | |
| Reader's Report | |
| Instant Influence: Primitive Consent for an Automatic Age | |
| Primitive Automaticity | |
| Modern Automaticity | |
| Shortcuts Shall Be Sacred | |
| References | |
| Credits | |
| Index | |
| Table of Contents provided by Publisher. All Rights Reserved. |
