Influence: Science and Practice

Description

All chapters conclude with "Summary" and "Study Questions." 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.