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Influence : The Psychology of Persuasion

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In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations. You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts: Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise. Scarcity: We want more of what is less available or dwindling in availability. Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.\\r\\n\\r\\nIntroduction\\r\\nWeapons of Influence\\r\\nReciprocation: The Old Give and Take...and Take\\r\\nCommitment and Consistency: Hobgoblins of the Mind\\r\\nSocial Proof: Truths Are Us\\r\\nLiking: The Friendly Thief\\r\\nAuthority: Directed Deference\\r\\nScarcity: The Rule of the Few\\r\\nNotes\\r\\nBibliography\\r\\nIndex\\r\\nAcknowledgments\\r\\nAbout the Author\\r\\nPrimitive Consent for an Automatic Age\\r\\nEpilogue Instant Influence:

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Ketersediaan

Informasi Detail

Judul Seri

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No. Panggil

153.8 ROB i

Penerbit

New York : Harper Business., 2006

Deskripsi Fisik

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Bahasa

English

ISBN/ISSN

9780061241895

Klasifikasi

153.8

Tipe Isi

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Tipe Media

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Tipe Pembawa

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Edisi

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Subjek

Psikologi
Persuasi Psikologi

Info Detail Spesifik

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Pernyataan Tanggungjawab

Robert B. Cialdini

Versi lain/terkait

Lampiran Berkas

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