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1、Influence，ScienceandPractice4thEditionRobertB.CialdiniArizonaStateUniversityAllynandBaconBoston?London?Toronto?Sydney?Tokyo?SingaporeScanner/BookPirate:Zerodaze,2003 ‐ arrrrrrr!SeriesEditor:CarolynMerrillDevelopmentalEditor:JodiDevineEditorialAssistant:LaraM.
2、ZeisesProductionEditor:JoeSweeneyEditorial‐ProductionService:OmegatypeTypography,Inc.CompositionandPrepressBuyer:LindaCoxManufacturingBuyer:MeganCochranCoverAdministrator:LindaKnowlesElectronicComposition:OmegatypeTypography,Inc.PhotoResearch:SueC.Howard0_Int
3、ro‐1.jpgCopyright?2001byAllyn&BaconAPearsonEducationCompany160GouldStreetNeedhamHeights,MA02494Internet:www.abacon.comAllrightsreserved.Nopartofthematerialprotectedbythiscopyrightnoticemaybereproducedorutilizedinanyformorbyanymeans,electronicormechanical,incl
4、udingphotocopying,recording,orbyanyinformationstorageandretrievalsystem,withoutwrittenpermissionfromthecopyrightowner.LibraryofCongressCataloging‐in‐PublicationDataCialdini,RobertB.Influence:scienceandpractice/RobertB.Cialdini.?thed.p.cm.Includesbibliographic
5、alreferencesandindex.ISBN0‐321‐01147‐3(alk.paper)1.Influence(Psychology)2.Persuasion(Psychology)3.Compliance.I.Title.BF774.C532001153.8'52梔c2100‐026647Creditscanbefoundonpage262,whichconstitutesanextensionofthecopyrightpage.PrintedintheUnitedStatesofAmerica10
6、9876505040302ContentsPrefaceviiIntroductionixChapter1WeaponsofInfluence1Click,Whirr3BettingtheShortcutOdds6TheProfiteers10Jujitsu12Summary16StudyQuestions17Chapter2Reciprocation:TheOldGiveandTake...andTake19HowtheRuleWorks21TheRuleIsOverpowering22Politics26Th
7、eNot‐So‐FreeSample27TheRuleEnforcesUninvitedDebts30TheRuleCanTriggerUnequalExchanges33ReciprocalConcessions36Rejection‐Then‐Retreat38ReciprocalConcessions,PerceptualContrast,andtheWatergateMystery40DamnedIfYouDo,DamnedIfYouDon't43Here'sMyBlood,andDoCallAgain4
8、4TheSweet,SecretSideEffects44Responsibility45Satisfaction45Defense46RejectingtheRule46SmokingOuttheEnemy47Summary50StudyQuestions51Chapter3CommitmentandConsistency:HobgoblinsoftheMind52Wh
