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Tables of Contents for Influence
Chapter/Section Title
Page #
Page Count
Introduction
xi
Weapons of Influence
1
16
Reciprocation: The Old Give and Take...and Take
17
40
Commitment and Consistency: Hobgoblins of the Mind
57
57
Social Proof: Truths Are Us
114
53
Liking: The Friendly Thief
167
41
Authority: Directed Deference
208
29
Scarcity: The Rule of the Few
237
44
Epilogue Instant Influence: Primitive Consent for an Automatic Age
273
8
Notes
281
12
Bibliography
293
18
Index
311