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Influence : the psychology of persuasion /

by Cialdini, Robert B.
, the psychology of persuasion / Edition statement:Rev. ed. ; 1st Collins business essentials ed. Published by : Collins, (New York :) Physical details: xiv, 320 p. : ill., ports. ; 21 cm. ISBN:006124189X (pbk.); 9780061241895 (pbk.).
Subject(s): Influence (Psychology) | Persuasion (Psychology) | Compliance. | Communication. | Cooperative Behavior. | Persuasive Communication. | Influ�encias inter-pessoais. | Persuas�ao. | Persuas�ao. | Influ�encias inter-pessoais. | Beeinflussung. | Massenmedien.
Year: 2007
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Item type Current location Collection Call number Copy number Status Date due Barcode
Books Books EFFAT UNIVERSITY LIBRARY
General Collection
Non-fiction BF774 .C533 2007 (Browse shelf) c. 1 Available a31111000040485

Includes bibliographical references (p. [293]-309) and index.

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.

Dr Robert Cialdini explains the six psychological principles that drive the human impulse to comply to the pressures of others and reveals how to defend oneself against manipulation.

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