Weapons Of Influence

Author : Robert B. Cialdini
Publisher : Pearson Scott Foresman
Page : 434 pages
File Size : 41,5 Mb
Release : 1988
Category : Business & Economics
ISBN : STANFORD:36105001636971

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Influence by Robert B. Cialdini Pdf

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 : Douglas T. Kenrick,Noah J. Goldstein,Sanford L. Braver
Publisher : OUP USA
Page : 206 pages
File Size : 41,5 Mb
Release : 2012-02-10
Category : Psychology
ISBN : 9780199743056

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Six Degrees of Social Influence by Douglas T. Kenrick,Noah J. Goldstein,Sanford L. Braver Pdf

Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.

Author : Kelly M. Greenhill
Publisher : Cornell University Press
Page : 360 pages
File Size : 54,5 Mb
Release : 2011-06-23
Category : Political Science
ISBN : 9780801457425

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Weapons of Mass Migration by Kelly M. Greenhill Pdf

At first glance, the U.S. decision to escalate the war in Vietnam in the mid-1960s, China's position on North Korea's nuclear program in the late 1990s and early 2000s, and the EU resolution to lift what remained of the arms embargo against Libya in the mid-2000s would appear to share little in common. Yet each of these seemingly unconnected and far-reaching foreign policy decisions resulted at least in part from the exercise of a unique kind of coercion, one predicated on the intentional creation, manipulation, and exploitation of real or threatened mass population movements. In Weapons of Mass Migration, Kelly M. Greenhill offers the first systematic examination of this widely deployed but largely unrecognized instrument of state influence. She shows both how often this unorthodox brand of coercion has been attempted (more than fifty times in the last half century) and how successful it has been (well over half the time). She also tackles the questions of who employs this policy tool, to what ends, and how and why it ever works. Coercers aim to affect target states' behavior by exploiting the existence of competing political interests and groups, Greenhill argues, and by manipulating the costs or risks imposed on target state populations. This "coercion by punishment" strategy can be effected in two ways: the first relies on straightforward threats to overwhelm a target's capacity to accommodate a refugee or migrant influx; the second, on a kind of norms-enhanced political blackmail that exploits the existence of legal and normative commitments to those fleeing violence, persecution, or privation. The theory is further illustrated and tested in a variety of case studies from Europe, East Asia, and North America. To help potential targets better respond to-and protect themselves against-this kind of unconventional predation, Weapons of Mass Migration also offers practicable policy recommendations for scholars, government officials, and anyone concerned about the true victims of this kind of coercion—the displaced themselves.

Author : Dale Carnegie
Publisher : Sristhi Publishers & Distributors
Page : 272 pages
File Size : 47,7 Mb
Release : 2020-10-12
Category : Self-Help
ISBN : 9788194790891

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How to Win Friends and Influence People by Dale Carnegie Pdf

Do you feel stuck in life, not knowing how to make it more successful? Do you wish to become more popular? Are you craving to earn more? Do you wish to expand your horizon, earn new clients and win people over with your ideas? How to Win Friends and Influence People is a well-researched and comprehensive guide that will help you through these everyday problems and make success look easier. You can learn to expand your social circle, polish your skill set, find ways to put forward your thoughts more clearly, and build mental strength to counter all hurdles that you may come across on the path to success. Having helped millions of readers from the world over achieve their goals, the clearly listed techniques and principles will be the answers to all your questions.

Author : Robert B. Cialdini,Robert B Cialdini, PhD PH.D.
Publisher : Harper Collins
Page : 338 pages
File Size : 49,5 Mb
Release : 1993
Category : Business & Economics
ISBN : 9780688128166

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Influence (rev) by Robert B. Cialdini,Robert B Cialdini, PhD PH.D. Pdf

"Learn the six psychological secrets behind our powerful impulse to comply." - cover.

Author : Robert Cialdini
Publisher : Simon and Schuster
Page : 469 pages
File Size : 43,7 Mb
Release : 2016-09-06
Category : Business & Economics
ISBN : 9781501109812

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Pre-Suasion by Robert Cialdini Pdf

The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).

Author : Shane Parrish,Rhiannon Beaubien
Publisher : Penguin
Page : 0 pages
File Size : 47,8 Mb
Release : 2024-10-15
Category : Business & Economics
ISBN : 9780593719978

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The Great Mental Models, Volume 1 by Shane Parrish,Rhiannon Beaubien Pdf

Discover the essential thinking tools you’ve been missing with The Great Mental Models series by Shane Parrish, New York Times bestselling author and the mind behind the acclaimed Farnam Street blog and “The Knowledge Project” podcast. This first book in the series is your guide to learning the crucial thinking tools nobody ever taught you. Time and time again, great thinkers such as Charlie Munger and Warren Buffett have credited their success to mental models–representations of how something works that can scale onto other fields. Mastering a small number of mental models enables you to rapidly grasp new information, identify patterns others miss, and avoid the common mistakes that hold people back. The Great Mental Models: Volume 1, General Thinking Concepts shows you how making a few tiny changes in the way you think can deliver big results. Drawing on examples from history, business, art, and science, this book details nine of the most versatile, all-purpose mental models you can use right away to improve your decision making and productivity. This book will teach you how to: Avoid blind spots when looking at problems. Find non-obvious solutions. Anticipate and achieve desired outcomes. Play to your strengths, avoid your weaknesses, … and more. The Great Mental Models series demystifies once elusive concepts and illuminates rich knowledge that traditional education overlooks. This series is the most comprehensive and accessible guide on using mental models to better understand our world, solve problems, and gain an advantage.

Author : G. J. David,T. R. McKeldin
Publisher : Potomac Books, Inc.
Page : 681 pages
File Size : 51,5 Mb
Release : 2011-09
Category : History
ISBN : 9781597976503

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Ideas as Weapons by G. J. David,T. R. McKeldin Pdf

The United States has struggled to define its approach to what has been called the "information battlefield" since the information era began. Yet with the outbreak of the war on terror, the United States has been violently challenged to take a position and react to the militants' use of emerging information technology. Ideological demigods operating against the United States now have unprecedented channels by which to disseminate their message to those targets who are uncertain, sympathetic, or actively supportive of their philosophy. From the caves of southeastern Afghanistan to the streets of Baghdad, "the message" has dominated the thinking of those who perpetrate horrific acts of violence, whether in the name of ideology, ethnic and sectarian partisanship, or religion. This anthology is divided into four sections: geopolitical, strategic, operational, and tactical. The geopolitical perspective covers world politics, diplomacy, and the elements of national power, excluding military force. The strategic view examines where the violence has begun and the military element of power. The operational perspective handles the campaigns to accomplish a specific purpose on the world stage--for example, as in the Iraq campaign. The tactical level takes the individual's role into account. Because the nexus of information conflict is most easily seen in the world's contemporary violent confrontations, this anthology reflects the experience and lessons learned by military personnel who have managed these difficult issues. With a foreword by Colonel H. R. McMaster, U.S. Army, the author of Dereliction of Duty: Johnson, McNamara, the Joint Chiefs of Staff, and the Lies That Led to Vietnam.

Author : Sheldon Rampton,John Stauber
Publisher : Penguin
Page : 260 pages
File Size : 49,8 Mb
Release : 2003-07-28
Category : History
ISBN : 9781101215883

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Weapons of Mass Deception by Sheldon Rampton,John Stauber Pdf

Weapons of Mass Deception reveals: How the Iraq war was sold to the American public through professional P.R. strategies. "The First Casualty": Lies that were told related to the Iraq war. Euphemisms and jargon related to the Iraq war, e.g. "shock and awe," "Operation Iraqi Freedom," "axis of evil," "coalition of the willing," etc. "War as Opportunity": How the war on terrorism and the war on Iraq have been used as marketing hooks to sell products and policies that have nothing to do with fighting terrorism. "Brand America": The efforts of Charlotte Beers and other U.S. propaganda campaigns designed to win hearts overseas. "The Mass Media as Propaganda Vehicle": How news coverage followed Washington's lead and language. The book includes a glossary — "Propaganda: A User's Guide" — and resources to help Americans sort through the deceptions to see the strings behind Washington's campaign to sell the Iraq war to the public.

Author : Anthony R. Pratkanis
Publisher : Psychology Press
Page : 496 pages
File Size : 48,8 Mb
Release : 2011-02-25
Category : Psychology
ISBN : 9781136737039

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The Science of Social Influence by Anthony R. Pratkanis Pdf

The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.

Author : Todd S. Sechser,Matthew Fuhrmann
Publisher : Cambridge University Press
Page : 349 pages
File Size : 43,7 Mb
Release : 2017-02-02
Category : Political Science
ISBN : 9781107106949

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Nuclear Weapons and Coercive Diplomacy by Todd S. Sechser,Matthew Fuhrmann Pdf

Are nuclear weapons useful for coercive diplomacy? This book argues that they are useful for deterrence but not for offensive purposes.

Author : Larry C. James Ph.D.,Terry L. Oroszi Ed.D.
Publisher : Bloomsbury Publishing USA
Page : 249 pages
File Size : 44,6 Mb
Release : 2015-12-01
Category : Political Science
ISBN : 9781440837555

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Weapons of Mass Psychological Destruction and the People Who Use Them by Larry C. James Ph.D.,Terry L. Oroszi Ed.D. Pdf

A must-read for every concerned citizen, this absorbing book goes inside the mind of the psychological terrorist to look at what motivates him to act and to choose the weapon he does. Created by a team of experts in military science and psychology, this timely study is the first comprehensive treatment of the tactical and psychological use of weapons of mass destruction. The book introduces the term "weapons of mass psychological destruction" (WMPD) and draws from examples and case histories to examine the minds of the terrorists who choose these weapons, not for maximum killing, but for maximum psychological harm to the greatest number of people. This groundbreaking work identifies the recruiting practices that create psychological terrorists, revealing how these fanatics are "made," who becomes one, and why. Emerging trends in WMPD tactics and new technology in the field are detailed, as are related ethical issues, psychological reactions to WMPD, and the role religion may play in the choice of weapons. The innovative strategies and policies that can be used to predict, identify, and prevent disasters employing WMPD are outlined as well. Readers will also learn how the media is unknowingly used as a WMPD, and how terrorists employ social media to launch targeted psychological attacks.

Author : Jay Conrad Levinson,Shane Gibson
Publisher : Entrepreneur Press
Page : 266 pages
File Size : 43,5 Mb
Release : 2010-08-31
Category : Business & Economics
ISBN : 9781599183831

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Guerrilla Marketing for Social Media: 100+ Weapons to Grow Your Online Influence, Attract Customers, and Drive Profits by Jay Conrad Levinson,Shane Gibson Pdf

Provides more than one hundred practical ideas, action plans, and implementation steps to help businesses identify unconventional social media opportunities to increase online presence, attract customers, and improve profits.

Author : Robert B. Cialdini
Publisher : Unknown
Page : 316 pages
File Size : 48,7 Mb
Release : 1985
Category : Psychology
ISBN : STANFORD:36105060071367

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Influence by Robert B. Cialdini Pdf

Author : Herb Cohen
Publisher : Bantam
Page : 260 pages
File Size : 51,8 Mb
Release : 1982-12-01
Category : Business & Economics
ISBN : 9780553281095

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You Can Negotiate Anything by Herb Cohen Pdf

Regardless of who you are or what you want, you can negotiate anything promises Herb Cohen, the world’s best negotiator. From mergers to marriages, from loans to lovemaking, the #1 bestseller You Can Negotiate Anything proves that “money, justice, prestige, love—it’s all negotiable.” Hailed by such publications as Time, People, and Newsweek, Cohen has advised presidents on everything from domestic policy to hostage crises to combating internal terrorism. His advice: “Be patient, be personal, be informed—and you can bargain successfully for anything.” Inside, you’ll learn the keys to using Herb Cohen’s proven strategy for dealing with your mate, your boss, your credit card company, your children, your lawyer, your best friends, and even yourself: •The three crucial steps to success • Identifying the other side’s negotiating style—and how to deal with it • The win-win technique • Using time to your advantage • The power of persistence, persuasion, and attitude • The art of the telephone negotiation, and much more “Power is based upon perception—if you think you’ve got it then you’ve got it!” affirms Herb Cohen, the world’s expert. And with this book, you’ve got the power to get what you really want right in your hands.