Influence: The Psychology of Persuasion, Роберт Чалдини
Роберт Чалдини

Influence: The Psychology of Persuasion

416 printed pages
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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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sugoto
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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

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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.
An example is in order. There is a principle in human perception, the contrast principle, that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is. So if we lift a light object first and then lift a heavy object, we will estimate the second object to be heavier than if we had lifted it without first trying the light one. The contrast principle is well established in the field of psychophysics and applies to all sorts of perceptions besides weight.
Fagligt, Kristine Schiøtt Højmose Thomsen
Kristine Schiøtt Højmose Thomsen
Fagligt
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Adfærdsdesign , Camilla Kirstine Elisabeth Bay Brix Nielsen
Camilla Kirstine Elisabeth Bay Brix Nielsen
Adfærdsdesign
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Psychology & Self-Help, Senem Cengiz
Senem Cengiz
Psychology & Self-Help
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Biznis i psihologija [eng], nef nefertiti
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