"POWER TO INFLUENCE"
INFLUENCE ®
The pillars of the SCIENCE OF PERSUASION
and the power of suggestion
SUBJECTS
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Tania Bianchi and Prof. Robert Cialdini |
The unconscious automatic reflexes
revealed by Tania Bianchi
with her sparkling and provocative style,
based on the work of Prof. Robert Cialdini,
the international eminence of behavioural psychology.
Discover the mechanics of communications,
those leverages applied by the most potent strategists in the world...
of immediate use for your freedom
and success in your work and private life.
SUBJECTS FROM INFLUENCE
PROF. ROBERT CIALDINI'S WORK
1. WEAPONS OF INFLUENCE
Click, Whirr
Betting the Shortcut Odd
The Profiteers
Jujitsu
2. RECIPROCATION:
2. The Old Give and Take … and Take
How the Rule Works
Reciprocal Concessions
Rejection-Then-Retreat
Defense
3. COMMITMENT AND CONSISTENCY:
3. Hobgoblins of the Mind
Whirring Along
Commitment Is the Key
Defense
4. SOCIAL PROOF:
4. Truths Are Us
The Principle of Social Proof
Cause of Death- Uncertain(ty)
Monkey Me, Monkey Do
Defense
5. LIKING:
5. The Friendly Thief.
Making Friends to Influence People
Why Do I Like You? Let Me List the Reasons
Conditioning and Association
Defense
6. AUTHORITY:
6. Directed Deference
The Power of Authority Pressure
The Allures and Dangers of Blind Obedience
Connotation Not Content
Defense
7. SCARCITY:
7. The Rule of the Few
Less Is Best and Loss Is Worst
Psychological Reactance
Optimal Conditions
Defense
8. INSTANT INFLUENCE:
8. Primitive Consent for an Automatic Age
Primitive Automaticity
Modern Automaticity
Shortcuts Shall Be Sacred
text taken by book description at www.amazon.co.uk
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