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Book Cover
Author Cialdini, Robert B.

Title Influence : the psychology of persuasion / Robert B. Cialdini
Edition Revised edition ; first Collins business essentials edition
Published New York : Collins, [2007]


Location Call no. Vol. Availability
 W'BOOL  153.852 Cia/Itp  DUE 30-09-19
 WATERFT HEALTH  153.852 Cia/Itp  DUE 03-10-19
 MELB  153.852 Cia/Itp  ON HOLDSHELF
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
Summary In this book, the author, a psychology professor and researcher explains the psychology of why people say yes, and how to apply these understandings. He introduces the six psychological principles that drive the human impulse to comply to the pressures of others, how to use them to become a skilled persuader, and also reveals how to defend oneself against manipulation
Bibliography Includes bibliographical references (pages [293]-309) and index
Subject Influence (Psychology)
Persuasion (Psychology)
Cooperative Behavior.
Persuasive Communication.
ISBN 006124189X paperback
9780061241895 (paperback)
Other Titles Psychology of persuasion