Robert Levine

The Power of Persuasion

How We're Bought and Sold

• Broschiertes Buch

Produktbeschreibung

A look behind the curtain of shilling and pitch to see how we are manipulated Why do some people have the power to persuade us-and why do we let them? Robert Levine offers readers a witty and incisive new take on the mindsets of those who prod, praise, and manipulate others to do things they never thought theyd do-and are sometimes later sorry they did. By attending training sessions for magicians and taking jobs as both a door-to-door and 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 linking a wide range of persuasive strategies. Robert Levine (Fresno, CA) is Professor of Psychology at California State University, Fresno. His book A Geography of Time (0-465-02642-7) was the subject of feature stories around the world.

---

Hinweis: Dieser Artikel kann nur an eine deutsche Lieferadresse ausgeliefert werden.

Produktdetails

• Verlag: Wiley
• Seitenzahl: 288
• Erscheinungstermin: 1. Januar 2006
• Englisch
• Abmessung: 234mm x 156mm x 16mm
• Gewicht: 445g
• ISBN-13: 9780471763178
• ISBN-10: 0471763179
• Artikelnr.: 22064183

Autorenporträt

ROBERT LEVINE is Professor and former Chairperson of the Psychology Department at California State University, Fresno. He has published articles in Psychology Today, Discover, American Demographics, NY Times, Utne Reader and American Scientist. He has received awards for his teaching, research and writing, including being named the university's "Outstanding Professor." Dr. Levine has been a Visiting Professor at Universidade Federal Fluminense in Niteroi, Brazil, at Sapporo Medical University in Japan, and at Stockholm University in Sweden. He serves on boards of professional organizations in the U.S. Germany and Taiwan.

Inhaltsangabe

Acknowledgments ix
Introduction 1
One The Illusion of Invulnerability
Or, How Can Everyone Be Less Gullible Than Everyone Else? 5
Two Whom Do We Trust? Experts, Honesty, and Likability
Or, the Supersalesmen Don't Look Like Salesmen at All 29
Three Killing You with Kindness
Or, Beware of Strangers Bearing Unexpected Gifts 65
Four The Contrast Principle
Or, How Black Gets Turned into White 91
Five $2 + $2 = $ 5
Or, Learning to Avoid Stupid Mental Arithmetic 113
Six The Hot Button
Or, How Mental Shortcuts Can Lead You into Trouble 137
Seven Gradually Escalating the Commitments
Or, Making You Say Yes by Never Saying No 159
Eight Winning Hearts and Minds
Or, the Road to Perpetual Persuasion 187
Nine Jonestown
Or, the Dark End of the Dark Side of Persuasion 209
Ten The Art of Resistance
Or, Some Unsolicited Advice for Using and Defending against Persuasion 227
Notes 245
Index 267