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
Summary
This book is an examination of the psychology of compliance. Written in a narrative style the author combines research and his own experience with the techniques and strategies commonly used to gain compliance and to influence the outcome
Bibliography
Includes bibliographical references (pages 241-256) and index
