Download or read book Resistance and Persuasion written by Eric S. Knowles and published by Psychology Press. This book was released on 2004-02-26 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence. Resistance and Persuasion offers many new revelations about persuasion: *Acknowledging resistance helps to reduce it. *Raising reactance makes a strong message more persuasive. *Putting arguments into a narrative increases their influence. *Identifying illegitimate sources of information strengthens the influence of legitimate sources. *Looking ahead reduces resistance to persuasive attempts. This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.

Download or read book Resistance is Useless written by Geoffrey Burch and published by John Wiley & Sons. This book was released on 2011-06-15 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will show you how anyone can be persuaded to do anything. Geoff Burch has written a book that will change almost everything you ever believed about business and selling. Combining the quick wit of a stand up comedian with the serious thoughtfulness of a psychoanalyst, he explains the value and power of persuasion - a verbal martial art that, if used correctly will always give you the outcome you desire in your business dealings. Resistance is Useless will show you how to: Change anyone's opinion on any subject. Transform a lynch mob into your most devout supporters. Avoid wasting thousands of pounds on customer care while your accounts department is threatening to pulp your customer's fingers with a hammer. Understand how a perfect product demonstration can get you hurled into the street by security. Sell tanks to Genghis khan. Readership: General Business, customer service and sales.

Download or read book Pitch Anything An Innovative Method for Presenting Persuading and Winning the Deal written by Oren Klaff and published by McGraw Hill Professional. This book was released on 2011-02-18 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book “Fast, fun and immensely practical.” —JOE SULLIVAN, Founder, Flextronics “Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” —JOSH WHITFORD, Founder, Echelon Media “What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.” —RALPH CRAM, Investor “Pitch Anything offers a new method that will differentiate you from the rest of the pack.” —JASON JONES, Senior Vice President, Jones Lang LaSalle “If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital “Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.” —LOUIE UCCIFERRI, President, Regent Capital Group “I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.” —TAYLOR GARRETT, Vice President, White Cap “A counter-intuitive method that works.” —JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.

Download or read book The Persuasion Handbook written by James Price Dillard and published by SAGE Publications. This book was released on 2002-07-23 with total page 897 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Persuasion Handbook provides readers with cogent, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues of interest to interpersonal and mass communication researchers as well as psychologists and public health practitioners. Persuasion is presented in this volume on a micro to macro continuum, moving from chapters on cognitive processes, the individual, and theories of persuasion to chapters highlighting broader social factors and phenomena related to persuasion, such as social context and larger scale persuasive campaigns. Each chapter identifies key challenges to the area and lays out research strategies for addressing those challenges.

Download or read book The Handbook of Applied Communication Research written by H. Dan O'Hair and published by John Wiley & Sons. This book was released on 2020-04-24 with total page 1100 pages. Available in PDF, EPUB and Kindle. Book excerpt: An authoritative survey of different contexts, methodologies, and theories of applied communication The field of Applied Communication Research (ACR) has made substantial progress over the past five decades in studying communication problems, and in making contributions to help solve them. Changes in society, human relationships, climate and the environment, and digital media have presented myriad contexts in which to apply communication theory. The Handbook of Applied Communication Research addresses a wide array of contemporary communication issues, their research implications in various contexts, and the challenges and opportunities for using communication to manage problems. This innovative work brings together the diverse perspectives of a team of notable international scholars from across disciplines. The Handbook of Applied Communication Research includes discussion and analysis spread across two comprehensive volumes. Volume one introduces ACR, explores what is possible in the field, and examines theoretical perspectives, organizational communication, risk and crisis communication, and media, data, design, and technology. The second volume focuses on real-world communication topics such as health and education communication, legal, ethical, and policy issues, and volunteerism, social justice, and communication activism. Each chapter addresses a specific issue or concern, and discusses the choices faced by participants in the communication process. This important contribution to communication research: Explores how various communication contexts are best approached Addresses balancing scientific findings with social and cultural issues Discusses how and to what extent media can mitigate the effects of adverse events Features original findings from ongoing research programs and original communication models and frameworks Presents the best available research and insights on where current research and best practices should move in the future A major addition to the body of knowledge in the field, The Handbook of Applied Communication Research is an invaluable work for advanced undergraduate students, graduate students, and scholars.

Download or read book The Oxford Handbook of Social Influence written by Stephen G. Harkins and published by Oxford University Press. This book was released on 2017 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Social Influence restores this important field to its once preeminent position within social psychology. Editors Harkins, Williams, and Burger lead a team of leading scholars as they explore a variety of topics within social influence, seamlessly incorporating a range of analyses (including intrapersonal, interpersonal, and intragroup), and examine critical theories and the role of social influence in applied settings today.

Download or read book The SAGE Handbook of Persuasion written by James Price Dillard and published by SAGE. This book was released on 2013 with total page 457 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Second Edition of The SAGE Handbook of Persuasion: Developments in Theory and Practice provides readers with logical, comprehensive summaries of research in a wide range of areas related to persuasion. From a topical standpoint, this handbook takes an interdisciplinary approach, covering issues that will be of interest to interpersonal and mass communication researchers as well as to psychologists and public health practitioners.

Download or read book The Science of Social Influence written by Anthony R. Pratkanis and published by Psychology Press. This book was released on 2011-02-25 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt: The contributions to this volume capture the thrill of current work on social influence, as well as providing a tutorial on the scientific and technical aspects of this research. The volume teaches the student to: Learn how to conduct lab, field and case research on social influence through example by leading researchers Find out about the latest discoveries including the status of research on social influence tactics, dissonance theory, conformity, and resistance to influence Discover how seemingly complex issues such as power, rumors, group and minority influence and norms can be investigated using the scientific method Apply knowledge to current influence campaigns to find out what works and what does not. The Science of Social Influence is the perfect core or complementary text for advanced undergraduate or graduate students in courses such as Attitudes and Attitude Change, Communications, Research Methods and, of course, Social Influence.

Download or read book Hidden Persuasion written by Marc Andrews and published by BIS Publishers. This book was released on 2019-07-16 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Visual messages are omnipresent in our daily life. They are constantly attempting to persuade us to buy, learn and act. Some are more successful than others in influencing our behavior and choices. What is the secret power of these messages? How do they succeed in changing our behavior? This book analyzes advertising beyond the persuasive power of the imagery itself. It explains the psychology behind 33 effective influence techniques in visual persuasion and how to apply them. The techniques range from influencing essentials to more obscure and insidious ones. The reader will gain deep insights into how visual means are constructed to influence behavior and decisionmaking on an unconscious level. All techniques are supported by rich visual references and additional information on the psychology of behavior change. This publication is not just an eye-opener for professionals and students in the communications and design field, but also for anybody who wants to understand how our behavior is influenced unconsciously by advertising, social campaigns and governmental messages. The book is co-authored by leading figures in social infl uence and visual persuasion. It is designed as an accessible modern reference book for creating and understanding persuasive visual imagery. It will open your eyes, we promise!

Download or read book The Oxford Handbook of Electoral Persuasion written by Elizabeth Suhay and published by Oxford University Press. This book was released on 2020-04-01 with total page 912 pages. Available in PDF, EPUB and Kindle. Book excerpt: Elections are the means by which democratic nations determine their leaders, and communication in the context of elections has the potential to shape people's beliefs, attitudes, and actions. Thus, electoral persuasion is one of the most important political processes in any nation that regularly holds elections. Moreover, electoral persuasion encompasses not only what happens in an election but also what happens before and after, involving candidates, parties, interest groups, the media, and the voters themselves. This volume surveys the vast political science literature on this subject, emphasizing contemporary research and topics and encouraging cross-fertilization among research strands. A global roster of authors provides a broad examination of electoral persuasion, with international perspectives complementing deep coverage of U.S. politics. Major areas of coverage include: general models of political persuasion; persuasion by parties, candidates, and outside groups; media influence; interpersonal influence; electoral persuasion across contexts; and empirical methodologies for understanding electoral persuasion.

Download or read book Resistance to Belief Change written by Joseph R. Lao and published by Routledge. This book was released on 2019-09-30 with total page 467 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines the human proclivity to resist changing our beliefs. Drawing on psychological, neurological, and philosophical research, and integrating topics as wide ranging as emotion, cognition, social (and physical) context, and learning theory, Lao and Young explore why this resistance to change impedes our learning and progression. They also suggest that failure to adapt our beliefs to available and informed evidence can incur costs that may be seen in personal growth, politics, science, law, medicine, education, and business. Resistance to Belief Change explores the various manifestations of resistance, including overt, discursive, and especially inertial forms of resistance. As well as the influential factors that can impact upon them, the book also examines how the self-directed learner, as well as teachers, may structure the learning experience to overcome resistance and facilitate progressive and adaptive learning. Lao and Young find that the impediments to learning and resistance to change are far more prevalent and costly than previously suggested in research, and so this book will be of interest to a range of people in cognitive development, social psychology, and clinical and educational psychology.

Download or read book Critical Questions in Persuasion Research written by Franklin J. Boster and published by Cognella Academic Publishing. This book was released on 2020-09-07 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Critical Questions in Persuasion Research presents students with a refreshing way to study persuasion, communication theory, and human behavior. Rather than examining different types of persuasion research and reviewing each one at a time, communication scholars Franklin J. Boster and Christopher J. Carpenter explore eight key controversies, as well as research and theory related to each topic: - What constitutes a strong persuasive message, and does it matter? - How do we adapt persuasive messages to diverse audiences? - Do persuasive messages have side effects? - How can we manage the buzz? - How can we maintain attitude change? - Can a persuasive message be counterproductive? - How can we encourage resistance to persuasion? - To what extent does action follow from attitudes? By focusing on how various disciplines deal with the big controversies in the persuasion process, students gain an understanding not only of key ideas and theories, but how the ideas and theories fit together in a meaningful whole. By framing persuasion as a series of critical questions, students learn that social science is a dynamic and exciting way in which to study persuasion. Critical Questions in Persuasion Research is an ideal textbook for courses with focus on persuasion, communication, and human behavior.

Download or read book The Path of Least Resistance written by Robert Fritz and published by Butterworth-Heinemann. This book was released on 2014-05-16 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Path of Least Resistance: Learning to Become the Creative Force in Your Own Life, Revised and Expanded discusses how humans can find inspiration in their own lives to drive creative process. This book discusses that by understanding the concept of structure, we can reorder the structural make-up of our lives; this idea helps clear the way to the path of least resistance that will lead to the manifestation of our most deeply held desires. This text will be of great use to individuals who seek to use their own lives as the driving force of their creative process.

Download or read book Seeking and Resisting Compliance written by Steven R Wilson and published by SAGE Publications. This book was released on 2002-07-10 with total page 409 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do individuals say what they do during everyday face-to-face influence interactions? How do people seek or resist compliance in different relational, institutional, and cultural contexts? Linking theory and research to salient, real life examples and recent academic studies, Steven Wilson introduces the reader to the theories, systems of message analysis, complexities and nuances of interpersonal persuasion. Seeking and Resisting Compliance is the only single-authored, interdisciplinary text to explore compliance gaining and resistance from a message production perspective. This incisive, clearly written text is ideal for students, scholars, and anyone interested in interpersonal influence and persuasion in everyday interactions. Recommended for graduate and upper-level undergraduate courses in persuasion as well as special topics courses in interpersonal influence, social psychology, and sociolinguistics. Features of this text: Ground breaking, specific focus on message production as opposed to only message effects. Multiple theoretical perspectives are presented and the vast body of research from communication, psychology, linguistics, philosophy and related fields is reviewed. Student-friendly pedagogy, such as definitions, examples, and sections describing "common assumptions" about various theories engage students and highlight important concepts. Steven Wilson currently is an Associate Professor and Director of Graduate Studies in the Department of Communication at Purdue University. He is one of five associate editors for the interdisciplinary journal Personal Relationships, and past chair of the International Communication Association's Interpersonal Communication division. His research and teaching focus on interpersonal influence and message production in a variety of contexts, from parent-child interaction in abusive families to intercultural business negotiations. He has published nearly forty articles and book chapters on these topics.

Download or read book Covert Persuasion written by Kevin Hogan and published by Wiley + ORM. This book was released on 2010-06-10 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Covert Persuasion: "This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation." -Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life "Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable." -Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers "There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want." -Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor "When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for." -David Garfinkel, author of Advertising Headlines That Make You Rich "There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!" -Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning

Download or read book The Science of Attitudes written by Joel Cooper and published by Routledge. This book was released on 2015-09-16 with total page 393 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Science of Attitudes is the first book to integrate classic and modern research in the field of attitudes at a scholarly level. Designed primarily for advanced undergraduates and graduate students, the presentation of research will also be useful for current scholars in all disciplines who are interested in how attitudes are formed and changed. The treatment of attitudes is both thorough and unique, taking a historical approach while simultaneously highlighting contemporary views and controversies. The book traces attitudes research from the inception of scientific study following World War II to the issues and methods of research that are prominent features of today’s research. Researchers in the field of attitudes will be particularly interested in classic and modern research on the organization, structure, strength and function of attitudes. Researchers in the field of persuasion will be particularly interested in work on attitude change focusing on propositional and associative learning, metacognition and dynamic theories of dissonance, balance and reactance. The book is designed to present the integration of the properties of the attitude with the dynamic considerations of attitude change. The Science of Attitudes is also the first book on attitudes to devote entire chapters to work on implicit measurements, resistance to persuasion, and social neuroscience.

Download or read book Irresistible Persuasion written by Geoffrey Burch and published by John Wiley & Sons. This book was released on 2010-08-26 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Geoff Burch is the master of persuasion" —Allan Pease, International bestselling author of Why Men Don't Listen and Women Can't Read Maps This book will change your life. (Is that persuasive enough?) Getting what you want isn't easy. Why? Because most of us have no clear idea what we're looking for a lot of the time. The key to being brilliantly persuasive and influential is knowing exactly what you want before you set out to get it. Irresistible Persuasion presents a process that you can apply to any situation; you choose your starting point and your goal, then just join the dots. It's the only way to make success completely inevitable. Irresistible Persuasion shows you how to entice people to your point of view, how to overcome resistance, how a bit of showbiz can go a long way and why you should always consider the other person when you're negotiating. It's packed with new persuasion and influencing techniques as well as many powerful traditional methods. Geoff Burch is the presenter of BBC TV's All Over the Shop. When he's helped you decide what you want, he'll show you the irresistible way to get it. You won't just get more customers, you'll get more profitable customers.