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The Power of Persuasion: How We're Bought and Sold

Sprache: Englisch.
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A look behind the curtain of shilling and pitch to see how we are manipulated Why do some people have the power to persuade us-and why do we let them? Robert Levine offers readers a witty and incisive new take on the mindsets of those who prod, prais … weiterlesen
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Produktdetails

Titel: The Power of Persuasion: How We're Bought and Sold
Autor/en: Robert Levine

ISBN: 0471763179
EAN: 9780471763178
Sprache: Englisch.
JOHN WILEY & SONS INC

Januar 2006 - kartoniert - 278 Seiten

Beschreibung

A look behind the curtain of shilling and pitch to see how we are manipulated Why do some people have the power to persuade us-and why do we let them? Robert Levine offers readers a witty and incisive new take on the mindsets of those who prod, praise, and manipulate others to do things they never thought theyd do-and are sometimes later sorry they did. By attending training sessions for magicians and taking jobs as both a door-to-door and used car salesman, Levine explores the remarkable effect and power of subtlety on effective persuasion, the great illusion of personal vulnerability, and the unlikely similarities linking a wide range of persuasive strategies. Robert Levine (Fresno, CA) is Professor of Psychology at California State University, Fresno. His book A Geography of Time (0-465-02642-7) was the subject of feature stories around the world.

Inhaltsverzeichnis

Acknowledgments. Introduction. ONE: The Illusion of Invulnerability Or, How Can Everyone Be Less Gullible Than Everyone Else? TWO: Whom Do We Trust? Experts, Honesty, and Likability Or, the Supersalesmen Don't Look Like Salesmen at All. THREE: Killing You with Kindness Or, Beware of Strangers Bearing Unexpected Gifts. FOUR: The Contrast Principle Or, How Black Gets Turned into White. FIVE: $2 + $2 = $5 Or, Learning to Avoid Stupid Mental Arithmetic. SIX: The Hot Button Or, How Mental Shortcuts Can Lead You into Trouble. SEVEN: Gradually Escalating the Commitments Or, Making You Say Yes by Never Saying No. EIGHT: Winning Hearts and Minds Or, the Road to Perpetual Persuasion. NINE: Jonestown Or, the Dark End of the Dark Side of Persuasion. TEN: The Art of Resistance Or, Some Unsolicited Advice for Using and Defending against Persuasion. Notes. Index.

Portrait

ROBERT LEVINE is Professor and former Chairperson of the Psychology Department at California State University, Fresno. He has published articles in Psychology Today, Discover, American Demographics, NY Times, Utne Reader and American Scientist. He has received awards for his teaching, research and writing, including being named the university's "Outstanding Professor." Dr. Levine has been a Visiting Professor at Universidade Federal Fluminense in Niteroi, Brazil, at Sapporo Medical University in Japan, and at Stockholm University in Sweden. He serves on boards of professional organizations in the U.S. Germany and Taiwan.

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