European Parliament Library

100 effective techniques of social influence, when and why people comply, Dariusz Dolinski and Tomasz Grzyb

Contributor
Table Of Contents
Intro -- Endorsements -- Half Title -- Title Page -- Copyright Page -- Contents -- Introduction -- 1. Sequential techniques -- Technique # 1 Foot-in-the-door -- Idea -- Research -- Mechanism -- Technique # 2 Two (or even more) feet in the door -- Idea -- Research -- Mechanism -- Technique # 3 Four walls (Repeating yes) -- Idea -- Research -- Mechanism -- Technique # 4 Service request -- Idea -- Research -- Mechanism -- Technique # 5 Give to take (Reciprocity) -- Idea -- Research -- Mechanism -- Technique # 6 Indirect reciprocity -- Idea -- Research -- Mechanism -- Technique # 7 We've already given (Reciprocity-by-proxy) -- Idea -- Research -- Mechanism -- Technique # 8 Door-in-the-face -- Idea -- Research -- Mechanism -- Technique # 9 Two-door-in-the-face -- Idea -- Research -- Mechanism -- Technique # 10 Door-then-foot technique -- Idea -- Research -- Mechanism -- Technique # 11 Foot-in-the-face -- Idea -- Research -- Mechanism -- Technique # 12 Low ball -- Idea -- Research -- Mechanism -- Technique # 13 The lure -- Idea -- Research -- Mechanism -- Technique # 14: Two-in-one: Low-ball combined with foot-in-the-door -- Idea -- Research -- Mechanism -- Technique # 15 Dump and chase -- Idea -- Research -- Mechanism -- 2. Emotions -- Technique # 16 Take advantage of her (or his) good mood -- Idea -- Research -- Mechanism -- Technique # 17 Take advantage of her (or his) bad mood -- Idea -- Research -- Mechanism -- Technique # 18 Physiological arousal -- Idea -- Research -- Mechanism -- Technique # 19 Guilt -- Idea -- Research -- Mechanism -- Technique # 20 Shame -- Idea -- Research -- Mechanism -- Technique # 21 Embarrassment -- Idea -- Research -- Mechanism -- Technique # 22 Fear and anxiety -- Idea -- Research -- Mechanism -- Technique # 23 Anticipatory regret -- Idea -- Research -- Mechanism -- Technique # 24 You will regret not thinking this over
Language
eng
Literary Form
non fiction
Copyright
Physical Description
1 online resource (273 pages)
Specific Material Designation
remote
Form Of Item
online
Isbn
9781003296638

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