LEADER 00000cam  2200757 a 4500 
001    ocm77527024  
003    OCoLC 
005    20170225094959.0 
008    070104s2007    nyuac    b    001 0 eng c 
020    006124189X|q(paperback) 
020    9780061241895|q(paperback) 
035    (OCoLC)77527024 
040    E9L|beng|cE9L|dBAKER|dYDXCP|dOSU|dHNW|dBTCTA|dCUY|dUBA
       |dILI|dVET|dU5D|dDEBBG|dNSB|dOCLCF|dOCLCQ|dBEDGE|dOCLCQ
       |dR7R|dLTP|dCNGUL|dOCLCO|dOCLCA|dDGU|dOCLCO|dCOF|dOCLCO
       |dOCLCA|dSTJ 
042    pcc 
049    STJJ 
050  4 BF774|b.C533 2007 
060  4 BF 637.P4|bC565 2007 
082 04 153.852|bC565i, 2007|222 
084    5,3|2ssgn 
084    CV 3500|2rvk 
084    QC 010|2rvk 
084    H019|2clc. 
092    153.852|bC565I 
100 1  Cialdini, Robert B. 
245 10 Influence :|bthe psychology of persuasion /|cRobert B. 
       Cialdini. 
246 30 Psychology of persuasion 
250    Rev. ed. ; 1st Collins business essentials ed. 
264  1 New York :|bCollins,|c[2007] 
264  4 |c©2007 
300    xiv, 320 pages :|billustrations, portraits ;|c21 cm 
336    text|btxt|2rdacontent 
337    unmediated|bn|2rdamedia 
338    volume|bnc|2rdacarrier 
504    Includes bibliographical references (pages 293-309) and 
       index. 
505 0  Weapons of influence -- Reciprocation: the old give and 
       take, and take -- Commitment and consistency: hobgoblins 
       of the mind -- Social proof: truths are us -- Liking: the 
       friendly thief -- Authority: directed deference -- 
       Scarcity: the rule of the few -- Instant influence: 
       primitive consent for an automatic age. 
520    In this book, the author, a psychology professor and 
       researcher explains the psychology of why people say yes, 
       and how to apply these understandings. He introduces the 
       six psychological principles that drive the human impulse 
       to comply to the pressures of others, how to use them to 
       become a skilled persuader, and also reveals how to defend
       oneself against manipulation. 
650  0 Influence (Psychology) 
650  0 Persuasion (Psychology) 
650  0 Compliance. 
650 00 Influências inter-pessoais. 
650 00 Persuasão. 
650  2 Communication. 
650  2 Cooperative Behavior. 
650  2 Persuasive Communication. 
650  7 Psychologie sociale.|2eclas 
650  7 Influence sociale.|2eclas 
650  7 Aspects psychologiques.|2eclas 
650  7 Négociation.|2eclas 
650  7 Communication.|2eclas 
650  7 Compliance.|2fast|0(OCoLC)fst00871606 
650  7 Influence (Psychology)|2fast|0(OCoLC)fst00972486 
650  7 Persuasion (Psychology)|2fast|0(OCoLC)fst01058890 
650  7 Beeinflussung.|2gnd|0(DE-588)4005203-5 
650  7 Massenmedien.|2gnd|0(DE-588)4037877-9 
650  7 Persuasão.|2larpcal 
650  7 Influências inter-pessoais.|2larpcal 
650  7 Influence (Psychology)|2cct 
650  7 Persuasion (Psychology)|2cct 
650  7 Compliance.|2cct 
650  7 Communication.|2cct 
650  7 Cooperative Behavior.|2cct 
650  7 Persuasive Communication.|2cct 
856 42 |3Publisher description|uhttp://catdir.loc.gov/catdir/
       description/hc044/93002549.html 
994    C0|bSTJ