Influence - The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini (z-lib.org)

ACKNOWLEDGMENTS An array of people deserve and have my appreciation for their aid in making this book possible. Several of my ac ...

participant in the group to be studied. So when I wanted to learn about the compliance tactics of encyclopedia (or vacuum-cleane ...

...

In the interim, some things have happened that I feel deserve a place in this new edition. First, we now know more about the inf ...

About the Author Robert B. Cialdini, Ph.D. holds dual appointments at Arizona State Univercity. He is a W. P. Carey Distinguishe ...

Chapter 1 WEAPONS OF INFLUENCE Everything should be made as simple as possible, but not sim- pler. —ALBERT EINSTEIN I GOT A PHON ...

Copyright Some images not available for electronic edition. INFLUENCE. Copyright © 1984, 1994, 2007 by Robert Cialdini. All righ ...

That’s when she called me. I thought I knew what had happened but told her that, if I were to explain things properly, she would ...

Australia Pymble, NSW 2073, Australia Canada HarperCollins Publishers Ltd. New Zealand HarperCollinsPublishers (New Zealand) Lim ...

played. Click and the appropriate tape is activated; whirr and out rolls the standard sequence of behaviors. The most interestin ...

the Xerox machine? Under those circumstances, only 60 percent of those asked complied. At first glance, it appears that the cruc ...

turquoise, they understandably relied on the old standby feature of cost to determine the jewelry’s merits. Although they probab ...

savings. The obvious but instructive point here is that we expect dis- count coupons to do double duty. Not only do we expect th ...

the big fish’s teeth or gills. It is a beautiful arrangement: The big grouper gets cleaned of harmful pests, and the cleaner fis ...

unsuspecting vacationers—as it frequently does—it results in an enormous profit margin. And even when it is not initially succes ...

stronger rival. And so it is for the exploiters of the weapons of automatic influence that exist naturally around us. The exploi ...

thing—in this instance, room-temperature water—can be made to seem very different, depending on the nature of the event that pre ...

The salesman—we can call him Phil—was to give me tips to help me through my break-in period. One thing I quickly noticed was tha ...

weeks in the hospital and now I can see almost normally and only get those sick headaches once a day. Fortunately, the fire in t ...

Chapter 2 RECIPROCATION The Old Give and Take...and Take Pay every debt, as if God wrote the bill. —RALPH WALDO EMERSON A FEW YE ...