Influence: The Psychology of Persuasion, Роберт Чалдини
Роберт Чалдини

Influence: The Psychology of Persuasion

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Influence, the classic book on persuasion, explains the psychology of why people say “yes”—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
Some images that appeared in the print edition of this book are unavailable in the electronic edition due to rights reasons.
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A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason


b5832205031har citeretfor 6 dage siden
Just as the “cheep-cheep” sound of turkey chicks triggered an automatic mothering response from maternal turkeys—even when it emanated from a stuffed polecat—so, too, did the word “because” trigger an automatic compliance response from Langer’s subjects, even when they were given no subsequent reason to comply. Click, whirr!4
arcosnanhar citeretsidste måned
who used the concessions strategy, the subjects who were the targets of this strategy were the most satisfied with the final arrangement. It appears that an agreement that has been forged through the concessions of one’s opponent is quite satisfying. With this in mind, we can begin to explain the second previously puzzling feature of the rejection-then-retreat tactic—the ability to prompt its victims to agree to further requests. Since the tactic uses a concession to bring about compliance, the victim is likely to feel more satisfied with the arrangement as a result. And it stands to reason that people who are satisfied with a given arrangement are more likely to be willing to agree to further such arrangements
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