Download Influence: Science and Practice Pdf Free

Influence: Science and Practice is a book by Robert B Cialdini about Psychology. He is a Professor of Psychology at the University of Arizona. The main idea discussed in his book is that most often, people are filled with so much information that they cannot deal with such overwhelming content in their mind. As a result of this, they end up making the wrong decision.

Influence: Science and Practice Pdf Review:

In the book, the author explains the concept that most people make decisions with a limited amount of information and time. As a result of this, they often end up making the right decisions. However, this is not the best way to act since others can exploit this and can make them act in a certain way. The author has used many examples to prove his point.

Influence: Science and Practice Pdf

Influence: Science and Practice Pdf Features:

  • In the book, the author has taken examples from many fields of anthropology, economics, and medicine.
  • He has also taken examples from compliance fields that include door to door sales.

Table of Contents:

  • Table of Contents
  • Preface
  • Introduction
  • Chapter 1 Weapons of Influence
  • Click, Whirr
  • Betting the Shortcut Odds
  • The Profiteers
  • Jujitsu
  • Summary
  • Study Questions
  • Chapter 2 Reciprocation: The Old Give and Take . . . and Take
  • How the Rule Works
  • The Rule Is Overpowering
  • Politics
  • The Not-So-Free Sample
  • The Rule Enforces Uninvited Debts
  • The Rule Can Trigger Unequal Exchanges
  • Reciprocal Concessions
  • Rejection-Then-Retreat
  • Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery
  • Damned If You Do, Damned If You Don¿t
  • Here¿s My Blood, and Do Call Again
  • The Sweet, Secret Side Effects
  • Responsibility Satisfaction
  • Defense
  • Rejecting the Rule
  • Smoking Out the Enemy
  • Summary
  • Study Questions
  • Chapter 3 Commitment and Consistency: Hobgoblins of the Mind
  • Whirring Along
  • The Quick Fix
  • The Foolish Fortress
  • Seek and Hide
  • Commitment Is the Key
  • Hearts and Minds
  • The Magic Act
  • The Public Eye
  • The Effort Extra
  • The Inner Choice
  • Growing Legs to Stand On
  • Standing Up for the Public Good
  • Defense
  • Stomach Signs
  • Heart-of-Hearts Signs
  • Special Vulnerabilities
  • Summary
  • Study Questions

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