Bibliograph

The power of persuasion, how we're bought and sold, Robert Levine, Ph.D

Type

Label

The power of persuasion, how we're bought and sold, Robert Levine, Ph.D

Language

eng

Bibliography note

Includes bibliographical references (pages 245-265) and index

Index

index present

Literary Form

non fiction

Main title

The power of persuasion

Nature of contents

bibliography

Oclc number

50113990

Responsibility statement

Robert Levine, Ph.D

Sub title

how we're bought and sold

Summary

Publisher's description: A look behind the curtain of shilling and pitch to see how we are manipulated everyday Robert Levine offers readers an incisive new take on the mindsets of those who prod, praise, debase, and manipulate others to do things they never thought they'd do-and are sometimes later sorry they did. He takes a hands-on approach by attending training sessions for magicians honing their craft and by taking jobs as a door-to-door salesman and a used car salesman. Levine explores the remarkable effect and power of subtlety on effective persuasion, the great illusion of personal vulnerability, and the unlikely similarities across a wide range of persuasive strategies, from parents to con men to lovers to religious leaders. Robert Levine (Fresno, CA) is Professor and former chairperson of the Psychology Department at California State University, Fresno. He has published articles in Psychology Today, Discover, American Demographics, The New York Times, Utne Reader, and American Scientist. His book, A Geography of Time, was the subject of feature stories around the world, including Newsweek, The New York Times Magazine, CNN, the BBC, ABC's Primetime, and NPR's All Things Considered and Marketplace

Table Of 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

Classification

Creator