i: Acknowledgments
ii: Author's Note
Part 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION
1: PRE-SUASION: An Introduction
2: Privileged Moments
3: The Importance of Attention . . . Is Importance
4: What's Focal Is Casual
5: Commanders of Attention 1: The Attractors
6: Commanders of Attention 2: The Magnetizers
Part 2: PROCESSES: THE ROLE OF ASSOCIATION
7: The Primacy of Associations: I Link, Therefore I Think
8: Persuasive Georgraphies: All The Right Places, All the Right
Traces
9: The Mechanics of Pre-Suasion: Causes, Constraints, and
Correctives
Part 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION
10: Six Main Roads to Change: Broad Boulevards as Smart
Shortcuts
11: Unity 1: Being Together
12: Unity 2: Acting Together
13: Ethical Use: A Pre-Pre-Suasive Consideration
14: Post-Suasion: Aftereffects
iii: References
iv: Notes
v: Index
A revelatory exploration of the science of persuasion, from the author of the international bestseller, Influence.
Robert Cialdini has spent his entire career researching the science
of influence, earning him an international reputation as an expert
in the fields of persuasion, compliance, and negotiation. Currently
Dr Cialdini is Regents' Professor Emeritus of Psychology and
Marketing at Arizona State University.
In the field of influence and persuasion he is the most cited
living social psychologist in the world today. According to Dan
Pink's current bestseller, To Sell is Human, 'Cialdini has done
more to advance the scholarship of persuasion than anyone in the
world.'
As well as his bestselling books, his ground-breaking research has
been featured in the most prestigious of scientific journals as
well as on TV, radio and in the business and national press
throughout the world. An interview with him in the July-August 2013
issue of Harvard Business Review, titled 'The Uses (and Abuses) of
Influence', calls him the 'leading social scientist in the field of
influence.' The May 2014 issue of Inc. identifies him as one of the
'Top 50 Leadership and Management Experts in the World'.
He lives in Phoenix, Arizona.
"An essential tool for anyone serious about science based business
strategies. Pre-Suasion is well worth the long wait, and is
destined to be an instant classic. The book belongs on the shelf of
anyone in business, from the CEO to the newest salesperson."
*Forbes*
"A fascinating, fluent and original book from one of the giants of
behavioural science."
*Tim Harford, author of The Undercover Economist Strikes Back*
"It's a book that is guaranteed to be a bestseller among
marketeers, but it should also be a must-read for any professional
or consumer – in other words, all of us."
*David Halpern, CEO, the Behavioural Insights Team, author of
Inside the Nudge Unit*
"Cialdini is no foubt the godfather of persuasion, and I wouldn't
be surprised if Pre-Suasion causes another revolution in the
influence arena … it is mind-blowing"
*Management Today*
"The great social psychologist Robert Cialdini has written another
timeless and indispensable book about the psychology of influence.
I'll be recommending it for years and years."
*Amy Cuddy, author of Presence*
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