Influence, New and Expanded: The Psychology of Persuasion

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Example: introverted pre-schoolers who saw introverted kids become social in a movie were more inclined to go play. This ‘shortcut’ of ours is exploited, almost everyday by people who are trying to sell us something. In all seriousness, this book is fascinating and provides indispensable information about our own psychological mechanisms that are so important to recognize. For example, in one experiment, one or more accomplices would look up into the sky; the more accomplices the more likely people would look up into the sky to see what they were seeing. It also shows how to defend against certain communication techniques, or how to use them yourself to achieve the desired outcome in negotiations.

Examples: experiments involving shock therapy where people listened to a guy in a lab coat to inflict pain on another human being (incredible how strong this is). You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. It's like listening to an elderly relative tell a story where the voice in your head is saying "just get on with it! You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.A very enjoyable read, should leave you much more aware of how you're being played next time you're in the market for a used car. I came back home, and devoured it chapter by chapter, awestruck and flabbergasted by the sheer brilliance of the psychology of persuasion. What made me about apoplectic is that his fifth edition continues his inaccurate presentation of the Catherine Genovese myth despite that it has been widely discredited. And yet this was a nice little framework, and to me, there would have certainly been less fun ways to pass time than listening to this book.

Registered office address: Unit 34 Vulcan House Business Centre, Vulcan Road, Leicester, Leicestershire, LE5 3EF. Perhaps he's just as much of a chump when it comes to ideas as he says he is when it comes to complying with the requests of other people. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement. The other important principles that marketing agents employ to get our assent are: Reciprocation, Commitment and Consistency, Friendliness, Authority and Scarcity. or higher, and if you still can't make it work for your ears, get your hands on a print or Kindle version--you won't regret it!To access your ebook(s) after purchasing, you can download the free Glose app or read instantly on your browser by logging into Glose. Example: During the Korean war, the Chinese got American soldiers to make public commitments of various things. So, I've read a fair amount of the literature about group dynamics and social influence, and taught classes that discussed and used it. However, unlike the previous Audible performance of the 2006 edition, (which has now disappeared from my Library so I'm not sure what it was actually released as an audiobook) this one is read by the author, which I think could be problematic for most listeners. I avoided reading this book for a long time because I thought it was a manual for physiological manipulation.