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The power of persuasion : how we're bought and sold / Robert Levine.

By: Material type: TextPublication details: Hoboken, N.J. : John Wiley & Sons, c2003.Description: ix, 278 p. ; 25 cmISBN:
  • 0471266345 (cloth)
Subject(s): DDC classification:
  • 153.8/52 21
LOC classification:
  • BF637.P4 L48 2003
Online resources:
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.
Item type: Delbert W. Baker Special Leadership Collection
Holdings
Cover image Item type Current library Home library Collection Shelving location Call number Materials specified Vol info URL Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Judith Thomas Library Delbert W. Baker Special Leadership Collection DWB Special Leadership Collection BF 637 .P4 L48 2003 (Browse shelf(Opens below)) AUA20249 Available AUA20249

Includes bibliographical references (p. 245-265) and index.

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.

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