Steve's Primer of Practical
Persuasion and Influence

Table of Contents

1. Foundations . . . In The Beginning
2. Attitude-Behavior Consistency . . . The ABCs
3. Dual Process Models . . . Hmmm, I'm Thinking, Maybe
4. The Cues of Life . . . Does It Come in Red?
5. The Stages of Change . . . One Step at a Time
6. Attribution . . . Why? I'll Tell You Why
7. Consistency . . .Klong! That Does Not Compute
8. Inoculation . . . Ouch! But It's Good for You
9. Social Judgment . . .Grrr, For Me or Agin Me
10. Reactance . . . But I Wanted That One!
11. Sequential Requests . . . Ah-One, Ah-Two
12. Message Characteristics . . . It's All in the Way You Say It
13. Classical Conditioning . . . Ding-dong!
14. Reinforcement . . . For Me?
15. Modeling . . . Monkey See, Monkey Do
16. Obedience . . . Only Following Orders, Sir

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