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Author : Louis Edward Schwartz
Publisher : Prentice Hall
ISBN 13 :
Total Pages : 370 pages
Book Rating : 4.:/5 (31 download)
Download or read book Proof, Persuasion, and Cross-examination written by Louis Edward Schwartz and published by Prentice Hall. This book was released on 1973 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Robert B. Cialdini
Publisher : Pearson Scott Foresman
ISBN 13 :
Total Pages : 434 pages
Book Rating : 4.F/5 ( download)
Download or read book Influence written by Robert B. Cialdini and published by Pearson Scott Foresman. This book was released on 1988 with total page 434 pages. Available in PDF, EPUB and Kindle. Book excerpt: Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.
Author : James Chandler
Publisher :
ISBN 13 :
Total Pages : 536 pages
Book Rating : 4.3/5 (91 download)
Download or read book Questions of Evidence written by James Chandler and published by . This book was released on 1994 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt: This anthology brings together thirteen major essays by leading scholars and researchers in multiple fields across the sciences and humanities. In addition, each essay is accompanied by a never-before-published critical response and a rejoinder by the author of the original essay.
Author : Jay A. Conger
Publisher : Harvard Business Review Press
ISBN 13 : 1633691020
Total Pages : 81 pages
Book Rating : 4.6/5 (336 download)
Download or read book The Necessary Art of Persuasion written by Jay A. Conger and published by Harvard Business Review Press. This book was released on 2008-09-08 with total page 81 pages. Available in PDF, EPUB and Kindle. Book excerpt: In an age when managers can no longer rely on formal power, persuading people is more important than ever. Persuasion is a process of learning from colleagues and employees and negotiating shared solutions to solving problems and achieving goals. In The Necessary Art of Persuasion, Jay Conger describes four essential components of persuasion and explains how to master them, providing the information you need to fulfill your managerial mandate: getting work done through others.
Author : Gareth Leng
Publisher : MIT Press
ISBN 13 : 026235828X
Total Pages : 377 pages
Book Rating : 4.2/5 (623 download)
Download or read book The Matter of Facts written by Gareth Leng and published by MIT Press. This book was released on 2020-03-18 with total page 377 pages. Available in PDF, EPUB and Kindle. Book excerpt: How biases, the desire for a good narrative, reliance on citation metrics, and other problems undermine confidence in modern science. Modern science is built on experimental evidence, yet scientists are often very selective in deciding what evidence to use and tend to disagree about how to interpret it. In The Matter of Facts, Gareth and Rhodri Leng explore how scientists produce and use evidence. They do so to contextualize an array of problems confronting modern science that have raised concerns about its reliability: the widespread use of inappropriate statistical tests, a shortage of replication studies, and a bias in both publishing and citing “positive” results. Before these problems can be addressed meaningfully, the authors argue, we must understand what makes science work and what leads it astray. The myth of science is that scientists constantly challenge their own thinking. But in reality, all scientists are in the business of persuading other scientists of the importance of their own ideas, and they do so by combining reason with rhetoric. Often, they look for evidence that will support their ideas, not for evidence that might contradict them; often, they present evidence in a way that makes it appear to be supportive; and often, they ignore inconvenient evidence. In a series of essays focusing on controversies, disputes, and discoveries, the authors vividly portray science as a human activity, driven by passion as well as by reason. By analyzing the fluidity of scientific concepts and the dynamic and unpredictable development of scientific fields, the authors paint a picture of modern science and the pressures it faces.
Author : Josine Blok
Publisher : Brepols Publishers
ISBN 13 :
Total Pages : 296 pages
Book Rating : 4.3/5 (91 download)
Download or read book Proof and Persuasion written by Josine Blok and published by Brepols Publishers. This book was released on 1996 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume addresses issues - the nature of truth, the conditions of objectivity, the sources of authority and the uses of evidence - which have been the focus of vigorous debate both within and beyond the historical profession in recent years. Avoiding the now well-rehearsed arguments over post-modernism, as well as those that pit social constructionists against foundationalists, these essays collectively offer what we believe is a fresh perspective on this debate. Drawn from a wide range of fields (including classical studies, the history ofscience, the histories of law and religion and the history of scholarly disciplines), the authors examine, through a series of test cases, the nature of proof and the techniques of persuasion in a variety of historical contexts. What makes a proof persuasive? How is assent to a particular position gained and maintained? What are the general conditions of belief, and how are they related to particular points of view? What role does evidence play in arguments and how does the rules change over space and time? Where do rhetoric and science converge, and what role does ethics play play in the deployment of either mode? What is the relationship between 'proof' and other sources of legitimacy and/or authority? The book addresses these and related questions.
Author : Steve J. Martin
Publisher : Hachette+ORM
ISBN 13 : 1455584231
Total Pages : 281 pages
Book Rating : 4.4/5 (555 download)
Download or read book The small BIG written by Steve J. Martin and published by Hachette+ORM. This book was released on 2016-04-12 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: At some point today you will have to influence or persuade someone - your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. What is the smallest change you can make to your request, proposal or situation that will lead to the biggest difference in the outcome? In The small BIG, three heavyweights from the world of persuasion science and practice -- Steve Martin, Noah Goldstein and Robert Cialdini -- describe how, in today's information overloaded and stimulation saturated world, increasingly it is the small changes that you make that lead to the biggest differences. In the last few years more and more research - from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics - has helped to uncover an even greater understanding of how influence, persuasion and behavior change happens. Increasingly we are learning that it is not information per se that leads people to make decisions, but the context in which that information is presented. Drawing from extensive research in the new science of persuasion, the authors present lots of small changes (over 50 in fact) that can bring about momentous shifts in results. It turns out that anyone can significantly increase his or her ability to influence and persuade others, not by informing or educating people into change but instead by simply making small shifts in approach that link to deeply felt human motivations.
Author : Noah J. Goldstein
Publisher : Simon and Schuster
ISBN 13 : 1416571124
Total Pages : 273 pages
Book Rating : 4.4/5 (165 download)
Download or read book Yes! written by Noah J. Goldstein and published by Simon and Schuster. This book was released on 2008-09-03 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.
Author : Robert Cialdini
Publisher : Simon and Schuster
ISBN 13 : 1501109812
Total Pages : 469 pages
Book Rating : 4.5/5 (11 download)
Download or read book Pre-Suasion written by Robert Cialdini and published by Simon and Schuster. This book was released on 2016-09-06 with total page 469 pages. Available in PDF, EPUB and Kindle. Book excerpt: The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).
Author : Shane Parrish
Publisher : Penguin
ISBN 13 : 0593719972
Total Pages : 209 pages
Book Rating : 4.5/5 (937 download)
Download or read book The Great Mental Models, Volume 1 written by Shane Parrish and published by Penguin. This book was released on 2024-10-15 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the essential thinking tools you’ve been missing with The Great Mental Models series by Shane Parrish, New York Times bestselling author and the mind behind the acclaimed Farnam Street blog and “The Knowledge Project” podcast. This first book in the series is your guide to learning the crucial thinking tools nobody ever taught you. Time and time again, great thinkers such as Charlie Munger and Warren Buffett have credited their success to mental models–representations of how something works that can scale onto other fields. Mastering a small number of mental models enables you to rapidly grasp new information, identify patterns others miss, and avoid the common mistakes that hold people back. The Great Mental Models: Volume 1, General Thinking Concepts shows you how making a few tiny changes in the way you think can deliver big results. Drawing on examples from history, business, art, and science, this book details nine of the most versatile, all-purpose mental models you can use right away to improve your decision making and productivity. This book will teach you how to: Avoid blind spots when looking at problems. Find non-obvious solutions. Anticipate and achieve desired outcomes. Play to your strengths, avoid your weaknesses, … and more. The Great Mental Models series demystifies once elusive concepts and illuminates rich knowledge that traditional education overlooks. This series is the most comprehensive and accessible guide on using mental models to better understand our world, solve problems, and gain an advantage.
Author : Lee Hartley Carter
Publisher : Penguin
ISBN 13 : 0143133489
Total Pages : 274 pages
Book Rating : 4.1/5 (431 download)
Download or read book Persuasion written by Lee Hartley Carter and published by Penguin. This book was released on 2020-09-01 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: The secrets to persuading anyone, at work and in life, from a top communication strategist. In the post-fact, deeply divided world we live in, true persuasion is rare. Engaging with people holding differing opinions is rarer still. But for progress to take place, persuasion must happen. Whether it's convincing an employer you are right for the job, a customer that your product is the best, or your closed-minded uncle that good people can disagree, it takes the art--and science--of persuasion to move forward. So, how do you change someone's mind--or at least advance the conversation--when everyone is entrenched in their own points of view? Communication expert Lee Hartley Carter has spent nearly twenty years advising and helping the world's most well-known companies do just that. Among the counterintuitive secrets you'll learn: * It's not enough to understand the person you're talking to--you must truly empathize with them (yes, even them). * Logic alone doesn't work. Stories and emotions are what move us most. * When communicating in a crisis, our first instinct is almost always wrong. Filled with deeply researched insights into how we make up--and change--our minds, as well as colorful real-world examples and actionable recommendations, Persuasion will help you hone your message and craft your narrative in order to get heard and get results.
Author : Marc Andrews
Publisher : BIS Publishers
ISBN 13 : 9789063695316
Total Pages : 0 pages
Book Rating : 4.6/5 (953 download)
Download or read book Hidden Persuasion written by Marc Andrews and published by BIS Publishers. This book was released on 2019-07-16 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Visual messages are omnipresent in our daily life. They are constantly attempting to persuade us to buy, learn and act. Some are more successful than others in influencing our behavior and choices. What is the secret power of these messages? How do they succeed in changing our behavior? This book analyzes advertising beyond the persuasive power of the imagery itself. It explains the psychology behind 33 effective influence techniques in visual persuasion and how to apply them. The techniques range from influencing essentials to more obscure and insidious ones. The reader will gain deep insights into how visual means are constructed to influence behavior and decisionmaking on an unconscious level. All techniques are supported by rich visual references and additional information on the psychology of behavior change. This publication is not just an eye-opener for professionals and students in the communications and design field, but also for anybody who wants to understand how our behavior is influenced unconsciously by advertising, social campaigns and governmental messages. The book is co-authored by leading figures in social infl uence and visual persuasion. It is designed as an accessible modern reference book for creating and understanding persuasive visual imagery. It will open your eyes, we promise!
Author : Robert Levine
Publisher : John Wiley & Sons
ISBN 13 : 0471763179
Total Pages : 294 pages
Book Rating : 4.4/5 (717 download)
Download or read book The Power of Persuasion written by Robert Levine and published by John Wiley & Sons. This book was released on 2006-01-23 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: "An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other--and how and why they work (or don't). . . . The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends, you'll know where to turn." --Slashdot.org "If you're like most people, you think advertising and marketing work--just not on you. Robert Levine's The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches." --The Globe and Mail "Levine puts [his] analysis in the service of his real mission--to arm the reader against manipulation." --The Wall Street Journal "This wonderful book will change the way you think and act in many realms of your life." --Philip Zimbardo former president, American Psychological Association
Author : Christophe Morin
Publisher : John Wiley & Sons
ISBN 13 : 1119440750
Total Pages : 356 pages
Book Rating : 4.1/5 (194 download)
Download or read book The Persuasion Code written by Christophe Morin and published by John Wiley & Sons. This book was released on 2018-09-11 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Persuasion Code Capture, convince, and close—scientifically Most of your attempts to persuade are doomed to fail because the brains of your audience automatically reject messages that disrupt their attention. This book makes the complex science of persuasion simple. Learn to develop better marketing and sales messages based on a scientific model; NeuroMapTM. Regardless of your level of expertise in marketing, neuromarketing, neuroscience or psychology: The Persuasion Code: How Neuromarketing Can Help You Persuade Anyone, Anywhere, Anytime will make your personal and business lives more successful by unveiling a credible and practical approach towards creating a breakthrough persuasion strategy. This book will satisfy your interest in neuromarketing, scientific persuasion, sales, advertising effectiveness, website conversion, marketing strategy and sales presentations. It’ll teach you the value of the award-winning persuasion model NeuroMapTM : the only model based on the science of how your customers use their brain to make any decision including a buying decision. You will appreciate why this scientific approach has helped hundreds of companies and thousands of executives achieve remarkable results. Written by the founders of SalesBrain who pioneered the field of neuromarketing SalesBrain has trained more than 100,000 executives worldwide including over 15,000 CEO Includes guidance for creating your own neuromarketing plan Advance your business or career by creating persuasive messages based on the working principle of the brain.
Author : Marcus Tullius Cicero
Publisher : Princeton University Press
ISBN 13 : 1400883350
Total Pages : 287 pages
Book Rating : 4.4/5 (8 download)
Download or read book How to Win an Argument written by Marcus Tullius Cicero and published by Princeton University Press. This book was released on 2017-10-31 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Timeless techniques of effective public speaking from ancient Rome's greatest orator All of us are faced countless times with the challenge of persuading others, whether we're trying to win a trivial argument with a friend or convince our coworkers about an important decision. Instead of relying on untrained instinct—and often floundering or failing as a result—we’d win more arguments if we learned the timeless art of verbal persuasion, rhetoric. How to Win an Argument gathers the rhetorical wisdom of Cicero, ancient Rome’s greatest orator, from across his works and combines it with passages from his legal and political speeches to show his powerful techniques in action. The result is an enlightening and entertaining practical introduction to the secrets of persuasive speaking and writing—including strategies that are just as effective in today’s offices, schools, courts, and political debates as they were in the Roman forum. How to Win an Argument addresses proof based on rational argumentation, character, and emotion; the parts of a speech; the plain, middle, and grand styles; how to persuade no matter what audience or circumstances you face; and more. Cicero’s words are presented in lively translations, with illuminating introductions; the book also features a brief biography of Cicero, a glossary, suggestions for further reading, and an appendix of the original Latin texts. Astonishingly relevant, this unique anthology of Cicero’s rhetorical and oratorical wisdom will be enjoyed by anyone who ever needs to win arguments and influence people—in other words, all of us.
Author : Deirdre N. McCloskey
Publisher : Cambridge University Press
ISBN 13 : 9780521436038
Total Pages : 468 pages
Book Rating : 4.4/5 (36 download)
Download or read book Knowledge and Persuasion in Economics written by Deirdre N. McCloskey and published by Cambridge University Press. This book was released on 1994-05-05 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: Argues that economics is a science, but a human science: a witty guide to the ins and outs of economic philosophy.
Author : Joel E. Dimsdale
Publisher : Yale University Press
ISBN 13 : 0300247176
Total Pages : 301 pages
Book Rating : 4.3/5 (2 download)
Download or read book Dark Persuasion written by Joel E. Dimsdale and published by Yale University Press. This book was released on 2021-08-10 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: A harrowing account of brainwashing’s pervasive role in the twentieth and twenty-first centuries This gripping book traces the evolution of brainwashing from its beginnings in torture and religious conversion into the age of neuroscience and social media. When Pavlov introduced scientific approaches, his research was enthusiastically supported by Lenin and Stalin, setting the stage for major breakthroughs in tools for social, political, and religious control. Tracing these developments through many of the past century’s major conflagrations, Dimsdale narrates how when World War II erupted, governments secretly raced to develop drugs for interrogation. Brainwashing returned to the spotlight during the Cold War in the hands of the North Koreans and Chinese. In response, a huge Manhattan Project of the Mind was established to study memory obliteration, indoctrination during sleep, and hallucinogens. Cults used the techniques as well. Nobel laureates, university academics, intelligence operatives, criminals, and clerics all populate this shattering and dark story—one that hasn’t yet ended.
