| Description |
ix, 278 p. ; 25 cm. |
| Bibliography |
Includes bibliographical references (p. 245-265) and index. |
| Contents |
The illusion of invulnerability or, how can everyone be less gullible than everyone else? -- Who do we trust? experts, honesty, and likability or, the supersalesmen don't look like salesmen at all -- Killing you with kindness or, beware of strangers bearing unexpected gifts -- The contrast principal or, how black gets turned into white -- $2 + $2 = $5 or, learning to avoid stupid mental arithmetic -- The hot button or, how mental shortcuts can lead you into trouble -- Gradually escalating the commitments or, making you say yes by never saying no -- Winning hearts and minds or, the road to perpetual persuasion -- Jonestown or, the dark end of the dark side of persuasion -- The art of resistance or, some unsolicited advice for using and defending against persuasion. |
| Subject |
Persuasion (Psychology)
|
| ISBN |
0471266345 (cloth) |
|
