| Description |
1 online resource (273 p.) |
| 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 |
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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 |
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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 |
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Technique # 23 Anticipatory regret -- Idea -- Research -- Mechanism -- Technique # 24 You will regret not thinking this over -- Idea -- Research -- Mechanism -- Technique # 25 Positive cognitive state -- Idea -- Research -- Mechanism -- Technique # 26 Hide your anger, show your disappointment -- Idea -- Research -- Mechanism -- Technique # 27 Fear-then-relief -- Idea -- Research -- Mechanism -- Technique # 28 Humor -- Idea -- Research -- Mechanism -- Technique # 29 Foot-in-the-mouth (How are you feeling?) -- Idea -- Research -- Mechanism -- Technique # 30 Foot-in-the-mouth-then-door-in-the-face |
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Idea -- Research -- Mechanism -- Technique # 31 Negative emotional see-saw -- Idea -- Research -- Mechanism -- Technique # 32 Hold flowers in your hand -- Idea -- Research -- Mechanism -- Technique # 33 The word ""love"" in your surroundings -- Idea -- Research -- Mechanism -- Technique # 34 Birthday effect -- Idea -- Research -- Mechanism -- 3. Framing -- Technique # 35 Validation-persuasion -- Idea -- Research -- Mechanism -- Technique # 36 Default settings -- Idea -- Research -- Mechanism -- Technique # 37 Script of mindless action -- Idea -- Research -- Mechanism |
| Notes |
Description based upon print version of record |
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Technique # 38 Do not state the reason (unless you want to lie) |
| Subject |
Social influence.
|
|
Social influence
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| Form |
Electronic book
|
| Author |
Grzyb, Tomasz
|
| ISBN |
9781000612677 |
|
1000612678 |
|
