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A Very Valuable Book
am 4. April 2009
An excellent book, full both of great humour and important facts. Robert B. Cialdini combined field research and experiments to find out how persuasion works psychologically, and how it is often abused. He analyzes the six major 'weapons of influence', each in a comprehensive chapter.
And each chapter ends with the section 'How To Say No', because that is the basic idea of the book: understand how (social) psychology is exploited, and then learn how to 'fight back', how to defend yourself - and society.
Besides containing the best description that I know of the famous Milgram experiment, it covers topics like Hare Krishna, sects in general, mass suicides, plane crashes, car accidents, vendors' tricks, advertising, canned laughter, blaming the weatherman, military training, dangerous nurses, bystander inaction and much, much more.
Table of Contents:
0. Weapons of Influence
1. Reciprocation: The Old Give and Take ... and Take
2. Commitment and Consistency: Hobgoblins of the Mind
3. Social Proof: Truths Are Us
4. Liking: The Friendly Thief
5. Authority: Directed Deference
6. Scarcity: The Rule of the Few