Influence : science and practice
Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes more firsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description
1 online resource (xiv, 320 pages) : illustrations, portraits
9780061899904, 9780061899874, 9780061899881, 0061899909, 0061899879, 0061899887
431927398
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
Epilogue. Instant influence : primitive consent for an automatic age