Influence: Science and Practice Pearson New International Edition

hirr -- 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 -- Chapter 4. Social Proof: Truths Are Us -- The principle of social proof -- People power -- After the deluge -- Cause of death: uncertain(ty) -- A scientific approach -- Devictimizing yourself -- Monkey me, monkey do -- Monkey die -- Monkey island -- Defense -- Sabotage -- Looking up -- Summary -- Study questions. Chapter 5. Liking: The Friendly Thief -- Making friends to influence people -- Why do I like you? Let me list the reasons -- Physical attractiveness -- Similarity -- Compliments -- Contact and cooperation -- Off to camp -- Back to school -- Conditioning and association -- Does the name Pavlov ring a bell? -- From the news and weather to the sports -- Defense -- Summary -- StudAbstract Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business