Reprint. Originally published: Influence--how and why people agree to things. New York : Morrow, 1984.
Bibliography
Bibliography: p. 282-294.
Note
Includes index.
Contents
Weapons of influence -- Reciprocation : the old give and take -- and take -- Commitment and consistency : hobgoblins of the mind -- Social proof : truths are us -- Liking : the friendly thief -- Authority : directed deference -- Scarcity : the rule of the few -- Instant influence : primitive consent for an automatic age.
