The Psychology of Persuasion, Revised Edition
Robert B. Cialdini
visão geral
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
conteúdo
Preface.
Introduction.
1.Weapons of Influence.
Click, Whirr.
Betting the Shortcut Odd.
The Profiteers.
Jujitsu.
Reader's Report.
2.Reciprocation: The Old Give and Take … and Take.
How the Rule Works.
Reciprocal Concessions.
Rejection-Then-Retreat.
Defense.
Reader's Report.
3.Commitment and Consistency: Hobgoblins of the Mind.
Whirring Along.
Commitment Is the Key.
Defense.
Reader's Report.
4.Social Proof: Truths Are Us.
The Principle of Social Proof.
Cause of Death: Uncertain(ty).
Monkey Me, Monkey Do.
Defense.
Reader's Report.
5.Liking: The Friendly Thief.
Making Friends to Influence People.
Why Do I Like You? Let Me List the Reasons.
Conditioning and Association.
Defense.
Reader's Report.
6.Authority: Directed Deference.
The Power of Authority Pressure.
The Allures and Dangers of Blind Obedience.
Connotation Not Content.
Defense.
Reader's Report.
7.Scarcity: The Rule of the Few.
Less Is Best and Loss Is Worst.
Psychological Reactance.
Optimal Conditions.
Defense.
Reader's Report.
8.Instant Influence: Primitive Consent for an Automatic Age.
Primitive Automaticity.
Modern Automaticity.
Shortcuts Shall Be Sacred.
References.
Credits.
Index
outras edições (14)
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Influence, New and Expanded: The Psychology of Persuasion Harper Business 2021 -
Influence: The Psychology of Persuasion Harper Business 2021 -
影响力 2021 -
影响力（原书第5版） 湛庐文化/北京联合出版社 2019 -
影响力（经典版） 北京联合出版公司 2016 -
影响力 2015 -
影響力 久石文化 2012 -
影响力 中国人民大学出版社 2011 -
Le armi della persuasione Giunti 2010 -
影响力 万卷出版公司 2010 -
Influence Allyn and Bacon 2008 -
影响力 中国人民大学出版社 2006 -
影响力 中国社会科学出版社 2001 -
Influence Allyn & Bacon 2000