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Publisher's Summary

Narrative writing is combined with scholarly ideas in this examination of the psychology of compliance (i.e. uncovering which factors cause one person to say "yes" to another's request). By combining evidence from two relevant but very different arenas - the realm of controlled research and the working world of influence professionals - this audiobook looks at this issue in terms of six basic principles of psychology (one to a chapter). These principles direct human behavior and are therefore extremely powerful: reciprocation, consistency, social validation, liking, authority, and scarcity.
This is a supplement for courses in introductory psychology, social psychology, management, sales, marketing, and persuasion.
©2017 Robert Cialdini (P)2017 Robert Cialdini
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Customer Reviews

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By Kenneth on 01-16-18

my comment

the book was informative however I would retitle it to say the following "Salespeople are evil: this is how you can resist them" This author is one angry dude! I thought it was a sales training book. It's actually a book for regular non-salespeople, teaching people how to detect and disarm "compliance professionals"

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Customer Reviews

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By Anonymous User on 02-11-18

Same stories as his previous book with a similar title

Cialdini is a marvellous and interesting and all his work gets my attention, but unfortunately this book is nearly identical to one of his previous books with a similar name, so I’m disappointed there was no new content!

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