by Robert Cialdini
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by N. Goldstein; S. Martin; R. Cialdini
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Influencing Skills
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ImpactFactory.com/InfluencingSkills
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Tailored Training to Ensure People Learn How to Influence with Flair
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Product Description
Product Description
Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (ie uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant, but very different arenas - the realm of controlled research and the working world of influence professionals - this book looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behaviour, and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority and scarcity. This text is a supplement for courses in introductor psychology, social psychology, management, sales, marketing and persuasion.
From the Back Cover
Over a quarter million copies sold!
How does this information make you feel about the book? If, even for a moment, you thought that a proven and popular book might be the one you were interested in, you may have been persuaded by a potent principle of influence—in this case, the principle of social proof.
Have you ever found yourself saying “yes” to a telemarketer or to a child selling candy and then wonder why you have just agreed to subscribe to a magazine that you really aren't interested in or to buy a candy bar that you really don't want? In this revised, updated, and expanded book, not only will you find out what techniques were used to get you to say yes, but you will also learn some worthwhile ways to defend yourself from future requests.
--This text refers to an alternate Paperback edition.
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67% buy the item featured on this page: Influence: Science and Practice |
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18% buy Influence: The Psychology of Persuasion £6.08 |
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7% buy Yes! 50 Secrets from the Science of Persuasion £5.37 |
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5% buy What Every Body Is Saying: An Ex-FBI Agent's Guide to Speed-reading People £6.67 |
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