Title:
Influence : the psychology of persuasion / Robert B. Cialdini.
Author:
Cialdini, Robert B., author.
Publication Information:
New York : Collins Business, [2007]
©2007
Call Number:
BF774 .C533 2007
Abstract:
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.
Electronic Access:
Publisher description http://catdir.loc.gov/catdir/description/hc044/93002549.html
Edition:
Revised edition.
First Collins business essentials edition.
ISBN:
9780061241895
Series:
Collins business essentials
Collins business essentials.
Physical Description:
xiv, 320 pages : illustrations, portraits ; 21 cm.
Contents:
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.
Personal Author:
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