INSEAD Library

Doriot : for 2019-2020 courses

Includes bibliographical references and index

Digitized

Influence Science and Practice Contents Preface Introduction ix xi CHAPTER 1 Weapons of Influence Click, Whirr 2 Betting the Shortcut Odds The Profiteers 10 Jujitsu 12 Summary 16 Study Questions 16 6 1 CHAPTER 2 Reciprocation: The Old Give and Take ... and Take How the Rule Works 22 The Rule Is Overpowering 23 Politics 26 The Not-So-Free Sample 28 The Rule Enforces Uninvited Debts 31 The Rule Can Trigger Unequal Exchanges 18 33 Reciprocal Concessions Rejection-Then-Retreat 35 37 4o Reciprocal Concessions, Perceptual Contrast, and the Watergate Mystery Damned If You Do, Damned If You Don't 42 Here's My Blood, and Do Call Again 43 The Sweet, Secret Side Effects 44 Responsibility 44 · Satisfaction 45 Defense 45 47 Rejecting the Rule 45 Smoking Out the Enemy Summary 49 Study Questions 5o CHAPTER 3 Commitment and Consistency: Hobgoblins of the Mind 52 Whirring Along 53 54 The Quick Fix 54 The Foolish Fortress Seek and Hide 56 Commitment Is the Key 59 73 Hearts and Minds 66 The Magic Act 67 The Public Eye 71 · The Effort Extra The Inner Choice 79 Growing Legs to Stand On 83 Standing Up for the Public Good 86 Defense 89 91 93 Stomach Signs 89 Heart-of-Hearts Signs Special Vulnerabilities Summary 95 Study Questions 96 CHAPTER 4 Social Proofi Truths Are Us The Principle of Social Proof People Power 99 After the Deluge 102 97 99 109 113 115 Cause of Death: Uncertain(ty) A Scientific Approach Devictimizing Yourself Monkey Me, Monkey Do Monkey Die 120 Monkey Island 128 117 Defense 131 Sabotage 132 Looking Up 135 Summary 138 Study Questions 139 CHAPTER 5 Liking The Friendly Thief Physical Attractiveness 146 Similarity 148 Compliments 149 Contact and Cooperation 151 Off to Camp 154 · Back to School 141 146 Making Friends to Influence People 144 Why Do I Like You? Let Me List the Reasons 156 Conditioning and Association Defense 170 Summary 172 Study Questions 159 166 Does the Name Pavlov Ring a Bell? 163 From the News and Weather to the Sports 172 CHAPTER 6 Authority: Directed Deference The Power of Authority Pressure 176 The Allures and Dangers of Blind Obedience Connotation Not Content 184 Titles 184 Clothes 186 Trapping's 190 174 18o Defense 191 191 Authoritative Authority Sly Sincerity 192 Summary 195 Study Questions 196 CHAPTER 7 Scarcity: The Rule of the Few Less Is Best and Loss Is Worst Limited Numbers 200 Time Limits 207 198 199 Psychological Reactance 203 Adult Reactance: Love, Guns, and Suds Censorship 210 Optimal Conditions 213 206 213 217 New Scarcity: Costlier Cookies and Civil Conflict Competition for Scarce Resources: Foolish Fury Defense 221 Summary 225 Study Questions 226 CHAPTER 8 Instant Influence: Primitive Consent for an Automatic Age 227 Primitive Automaticity 228 Modem Automaticity 230 Shortcuts Shall Be Sacred 231 Summary 233 Study Questions 234 Reference 235 Index 254 Credits 260