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Author : Hamid Ghanadan
Publisher : Rockbench Publishing
Page : 140 pages
File Size : 53,6 Mb
Release : 2012
Category : Marketing
ISBN : 1605440124
Author : Robert B. Cialdini
Publisher : Pearson Scott Foresman
Page : 434 pages
File Size : 45,7 Mb
Release : 1988
Category : Business & Economics
ISBN : STANFORD:36105001636971
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.
Author : Marcello Pera,William R. Shea
Publisher : Science History Publications/USA
Page : 232 pages
File Size : 52,7 Mb
Release : 1991
Category : Science
ISBN : UOM:39015021483618
Author : Anonim
Publisher : Lichtenstein Creative Media
Page : 24 pages
File Size : 55,7 Mb
Release : 1999-05
Category : Psychology
ISBN : 9781888064124
Author : Mark Rodgers,Alan Weiss
Publisher : AMACOM
Page : 240 pages
File Size : 52,7 Mb
Release : 2015-05-06
Category : Business & Economics
ISBN : 9780814434185
In a nutshell, doesn’t so much of business boil down to whether or not you can persuade others around you? Whether it is a customer, a contractor, a board of directors, or your loyal staff, your ability to persuade others toward your point of view is absolutely essential if you are to find success. Merging research and real-world application, Persuasion Equation reveals what really drives decisions and introduces readers to the key formula for developing the invaluable attribute of persuasion--a powerful combination of factors proven to speed agreement. Discover the surprising reasons people say yes, and learn how to:• Radiate an aura of expertise• Win trust and leverage credibility• Build a business case that appeals to both heart and mind• Adapt for personality, gender, and generational differences• Perfect the five-step persuasion process• Generate group buy-in• And much more!Whether you’re trying to secure a promotion, make a sale, or rally support for a new idea, this indispensable guide holds the key to unlocking within you the power of persuasion.
Author : Noah J. Goldstein,Steve J. Martin,Robert Cialdini
Publisher : Simon and Schuster
Page : 288 pages
File Size : 52,7 Mb
Release : 2008-09-03
Category : Business & Economics
ISBN : 1416571124
Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.
Author : Lee McIntyre
Publisher : MIT Press
Page : 281 pages
File Size : 44,7 Mb
Release : 2022-08-02
Category : Science
ISBN : 9780262545051
Can we change the minds of science deniers? Encounters with flat earthers, anti-vaxxers, coronavirus truthers, and others. "Climate change is a hoax--and so is coronavirus." "Vaccines are bad for you." These days, many of our fellow citizens reject scientific expertise and prefer ideology to facts. They are not merely uninformed--they are misinformed. They cite cherry-picked evidence, rely on fake experts, and believe conspiracy theories. How can we convince such people otherwise? How can we get them to change their minds and accept the facts when they don't believe in facts? In this book, Lee McIntyre shows that anyone can fight back against science deniers, and argues that it's important to do so. Science denial can kill. Drawing on his own experience--including a visit to a Flat Earth convention--as well as academic research, McIntyre outlines the common themes of science denialism, present in misinformation campaigns ranging from tobacco companies' denial in the 1950s that smoking causes lung cancer to today's anti-vaxxers. He describes attempts to use his persuasive powers as a philosopher to convert Flat Earthers; surprising discussions with coal miners; and conversations with a scientist friend about genetically modified organisms in food. McIntyre offers tools and techniques for communicating the truth and values of science, emphasizing that the most important way to reach science deniers is to talk to them calmly and respectfully--to put ourselves out there, and meet them face to face.
Author : William T. Brooks
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 52,8 Mb
Release : 2004-05-12
Category : Business & Economics
ISBN : 9780471656562
One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.
Author : Rob Yeung
Publisher : Pan Macmillan
Page : 184 pages
File Size : 54,6 Mb
Release : 2011-09-02
Category : Self-Help
ISBN : 9780230763463
‘How to influence people without getting them drunk or flirting: brilliant’ Venetia Thompson, bestselling author of Gross Misconduct • How exactly can we use our body language to win friends and influence people? • When can £1 be more persuasive than £50? • Why does giving customers more choice make them less likely to make a purchase? Some people seem naturally more influential and persuasive. In fact they are simply using rules and techniques that anyone can harness. Psychologist Rob Yeung explores the latest research to expose myths and uncover the real truths about the art of influence and persuasion. I is for Influence not only reveals the secrets behind effortlessly winning trust and support; it will allow you to learn proven techniques for getting that promotion, winning that business contract or even finding your perfect match. By the bestselling author of Confidence and The Extra One Per Cent (Macmillan, 2010). ‘This book provides readers with the latest science on persuasion. A must read’ Professor Cary L. Cooper, CBE, Professor of Psychology
Author : John L. Heilbron
Publisher : Oxford University Press
Page : 994 pages
File Size : 51,9 Mb
Release : 2003-02-14
Category : Science
ISBN : 0195112296
Containing 609 encyclopedic articles written by more than 200 prominent scholars, The Oxford Companion to the History of Modern Science presents an unparalleled history of the field invaluable to anyone with an interest in the technology, ideas, discoveries, and learned institutions that have shaped our world over the past five centuries. Focusing on the period from the Renaissance to the early twenty-first century, the articles cover all disciplines (Biology, Alchemy, Behaviorism), historical periods (the Scientific Revolution, World War II, the Cold War), concepts (Hypothesis, Space and Time, Ether), and methodologies and philosophies (Observation and Experiment, Darwinism). Coverage is international, tracing the spread of science from its traditional centers and explaining how the prevailing knowledge of non-Western societies has modified or contributed to the dominant global science as it is currently understood. Revealing the interplay between science and the wider culture, the Companion includes entries on topics such as minority groups, art, religion, and science's practical applications. One hundred biographies of the most iconic historic figures, chosen for their contributions to science and the interest of their lives, are also included. Above all The Oxford Companion to the History of Modern Science is a companion to world history: modern in coverage, generous in breadth, and cosmopolitan in scope. The volume's utility is enhanced by a thematic outline of the entire contents, a thorough system of cross-referencing, and a detailed index that enables the reader to follow a specific line of inquiry along various threads from multiple starting points. Each essay has numerous suggestions for further reading, all of which favor literature that is accessible to the general reader, and a bibliographical essay provides a general overview of the scholarship in the field. Lastly, as a contribution to the visual appeal of the Companion, over 100 black-and-white illustrations and an eight-page color section capture the eye and spark the imagination.
Author : Gareth Leng,Rhodri Ivor Leng
Publisher : MIT Press
Page : 377 pages
File Size : 45,6 Mb
Release : 2020-03-18
Category : Science
ISBN : 9780262358286
How biases, the desire for a good narrative, reliance on citation metrics, and other problems undermine confidence in modern science. Modern science is built on experimental evidence, yet scientists are often very selective in deciding what evidence to use and tend to disagree about how to interpret it. In The Matter of Facts, Gareth and Rhodri Leng explore how scientists produce and use evidence. They do so to contextualize an array of problems confronting modern science that have raised concerns about its reliability: the widespread use of inappropriate statistical tests, a shortage of replication studies, and a bias in both publishing and citing “positive” results. Before these problems can be addressed meaningfully, the authors argue, we must understand what makes science work and what leads it astray. The myth of science is that scientists constantly challenge their own thinking. But in reality, all scientists are in the business of persuading other scientists of the importance of their own ideas, and they do so by combining reason with rhetoric. Often, they look for evidence that will support their ideas, not for evidence that might contradict them; often, they present evidence in a way that makes it appear to be supportive; and often, they ignore inconvenient evidence. In a series of essays focusing on controversies, disputes, and discoveries, the authors vividly portray science as a human activity, driven by passion as well as by reason. By analyzing the fluidity of scientific concepts and the dynamic and unpredictable development of scientific fields, the authors paint a picture of modern science and the pressures it faces.
Author : Miro Kazakoff
Publisher : MIT Press
Page : 263 pages
File Size : 52,7 Mb
Release : 2022-03-29
Category : Business & Economics
ISBN : 9780262368186
An integrated introduction to data visualization, strategic communication, and delivery best practices. Persuading with Data provides an integrated instructional guide to data visualization, strategic communication, and delivery best practices. Most books on data visualization focus on creating good graphs. This is the first book that combines both explanatory visualization and communication strategy, showing how to use visuals to create effective communications that convince an audience to accept and act on the data. In four parts that proceed from micro to macro, the book explains how our brains make sense of graphs; how to design effective graphs and slides that support your ideas; how to organize those ideas into a compelling presentation; and how to deliver and defend data to an audience. Persuading with Data is for anyone who has to explain analytical results to others. It synthesizes a wide range of skills needed by modern data professionals, providing a complete toolkit for creating effective business communications. Readers will learn how to simplify in order to amplify, how to communicate data analysis, how to prepare for audience resistance, and much more. The book integrates practitioner and academic perspectives with real-world examples from a variety of industries, organizations, and disciplines. It is accessible to a wide range of readers—from undergraduates to mid-career and executive-level professionals—and has been tested in settings that include academic classes and workplace training sessions.
Author : Peter Loxley,Lyn Dawes,Linda Nicholls,Babs Dore
Publisher : Routledge
Page : 392 pages
File Size : 42,9 Mb
Release : 2014-06-17
Category : Education
ISBN : 9781317863991
Primary Science: Promoting positive attitudes to conceptual learningis a full colour, core textbook to support, inform and inspire anyone training to teach Science at primary level. This book is a new kind of text linking subject knowledge and pedagogy in one package, rather than treating them as separate entities. The text aims to encourage trainee teachers to teach scientific concepts in contexts which will inspire the children to look at the world in new and intriguing ways, rather than presenting it as a list of facts and definitions. Encouraging critical reflection and offering practical support, this book will help trainee teachers to overcome negative attitudes to Science. The two part structure of the book first presents insights into the nature of science and science education, exploring issues such as the value and purpose of teaching Science in the primary school and the value of scientific enquiry. It then moves on to cover subject knowledge, relating it to pedagogy.
Author : Russ M. Herman
Publisher : Unknown
Page : 434 pages
File Size : 44,6 Mb
Release : 1997
Category : Forensic oratory
ISBN : OCLC:742307888
Author : Todd Oakley
Publisher : Berghahn Books
Page : 326 pages
File Size : 50,8 Mb
Release : 2020-04-09
Category : Social Science
ISBN : 9781789206708
Minds are rhetorical. From the moment we are born others are shaping our capacity for mental agency. As a meditation on the nature of human thought and action, this book starts with the proposition that human thinking is inherently and irreducibly social, and that the long rhetorical tradition in the West has been a neglected source for thinking about cognition. Each chapter reflects on a different dimension of human thought based on the fundamental proposition that our rhetoric thinks and acts with and through others.
