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Every day we are asked to fulfil others’ requests, and we make regular requests of others too, seeking compliance with our desires, commands and suggestions. This accessible text provides a uniquely in-depth overview of the different social influence techniques people use in order to improve the chances of their requests being fulfilled. It both describes each of the techniques in question and explores the research behind them, considering questions such as: How do we know that they work? Under what conditions are they more or less likely to be effective? How might individuals successfully resist attempts by others to influence them? The book groups social influence techniques according to a common characteristic: for instance, early chapters describe "sequential" techniques, and techniques involving egotistic mechanisms, such as using the name of one’s interlocutor. Later chapters present techniques based on gestures and facial movements, and others based on the use of specific words, re-examining on the way whether "please" really is a magic word. In every case, author Dariusz Dolinski discusses the existing experimental studies exploring their effectiveness, and how that effectiveness is enhanced or reduced under certain conditions. The book draws on historical material as well as the most up-to-date research, and unpicks the methodological and theoretical controversies involved. The ideal introduction for psychology graduates and undergraduates studying social influence and persuasion, Techniques of Social Influence will also appeal to scholars and students in neighbouring disciplines, as well as interested marketing professionals and practitioners in related fields.
Theoretically different modalities of social influence are set out and a blueprint for the study of socio-political dynamics is delivered.
This fun, smart read for anyone eager to better understand (and improve) themselves argues that personality is driven not by nature nor nurture—but instead by the projects we pursue, which ultimately shape the people we become. Traditionally, scientists have emphasized what they call the first and second natures of personality—genes and culture, respectively. But today the field of personality science has moved well beyond the nature vs. nurture debate. In Who Are You, Really? Dr. Brian Little presents a distinctive view of how personality shapes our lives—and why this matters. Little makes the case for a third nature to the human condition—the pursuit of personal projects, idealistic dreams, and creative ventures that shape both people’s lives and their personalities. Little uncovers what personality science has been discovering about the role of personal projects, revealing how this new concept can help people better understand themselves and shape their lives. In this important work, Little argues that it is essential to devote energy and resources to creative endeavors in a highly focused fashion, even if it takes away from other components of our well-being. This does not mean that we cannot shift from one core project to another in the days of our lives. In fact, it is precisely that ability to flexibly craft projects that is the greatest source of sustainability. Like learning to walk, forcing ourselves out of balance as we step is the only way in which we can move forward. And it is the only way that human flourishing can be enhanced. The well-lived life is based on the sustainable pursuit of core projects in our lives. Ultimately, Who Are You, Really? provides a deeply personal itinerary for exploring our personalities, our lives, and the human condition.
This text, part of the McGraw-Hill Series in Social Psychology, is for the student with no prior background in social psychology. Written by Philip Zimbardo and Michael Leippe, outstanding researchers in the field, the text covers the relationships existing between social influence, attitude change and human behavior. Through the use of current, real-life situations, the authors illustrate the principles of behavior and attitude change at the same time that they foster critical thinking skills on the part of the reader.
Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. In this book, leading authors, who represent many different countries and disciplines, explore new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the authors discuss how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The authors break new ground in the study of influence.
This student-friendly introduction to the field focuses on understanding social and practical problems and developing intervention strategies to address them. Offering a balance of theory, research, and application, the updated Third Edition includes the latest research, as well as new, detailed examples of qualitative research throughout.
Unlock your potential and create a life of success with our empowering 2 Ebook combo: “Life Architect's Arsenal: Designing Your Destiny.” Book 1: Blueprints For Living by J P Wharton: Craft your life's masterpiece with Wharton's insightful guidance and practical wisdom. Empower yourself to design a life of purpose and fulfillment, leading you towards personal and professional success. Book 2: The Art And Science Of Personal Magnetism by Theron Q Dumont: Master the art of personal influence with Dumont's timeless teachings on charisma and magnetism. Discover the tools to captivate others and achieve your goals with confidence and authenticity. Are you ready to become the architect of your own destiny?
While a reconstruction of the whole of William James’s personal library isn’t feasible, there are significant portions of it that reside within the Harvard University Library system and this book is a partial reconstruction of their story. Reconstructing the Personal Library of William James offers a new, comprehensive account of the James collection at Harvard University, bringing together all known Harvard-owned entries into one comprehensive volume. The annotated bibliography contains data on 2,554 entries (2,862 volumes) from James’s personal library, including both the 1923 “Philosophical Library” and all known additional donations by James and his family. . Each entry, when applicable, contains the following data points: Harvard Library location and call number, provenance, bookplate, accession record, autographs, inscriptions, ownership marks, indexical annotations, markings, and marginalia. To orient the reader, Ermine L. Algaier IV supplements the bibliography with essays that examine the history of the James’s library at Harvard, assess the size of the collection and how it came to reside at Harvard, and showcase patterns that emerge from looking at the collection as a whole. Additional essays are devoted to explaining the source lists and archival resources used in reconstructing James’s personal library, as well as outlining steps for continued research on the collection.