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Influence
Science and Practice
Fourth Edition
Robert B. Cialdini
Arizona State University
Allyn and Bacon
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0_Intro-
Copyright ?2001 by Allyn & Bacon A Pearson pany 160 Gould Street Needham Heights, MA 02494
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All rights reserved. No part of the material protected by this copyright notice may be reproduced or utilized in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system,
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Library of Congress Cataloging-in-Publication Data
Cialdini, Robert B.
Influence : science and practice / Robert B. Cialdini.?th ed.
p. cm.
Includes bibliographical references and index. ISBN 0-321-01147-3 (alk. paper) 1. Influence (Psychology) 2. Persuasion (Psychology) 3. Compliance. I. Title.
BF774 .C53 2001
'52梔c21 00-026647
Credits can be found on page 262, which constitutes an extension of the copyright page.
Printed in the United States of America
10 9 8 7 6 5 05 04 03 02
Contents
Preface vii Introduction ix
Chapter 1 Weapons of Influence 1 Click, Whirr 3 Betting the Shortcut Odds 6 The Profiteers 10 Jujitsu 12 Summary 16 Study Questions 17
Chapter 2 Reciprocation: The Old Give and Take . . . and Take 1 9 How the Rule Works 21 The Rule Is Overpowering 22 Politics 26 The Not-So-Free Sample 27 The Rule Enforces Uninvited Debts 30 The Rule Can Trigger Unequal Exchanges 33 Reciprocal
Concessions 36 Rejection-Then-Retreat 38 Rec