Bertram Gawronski, PhD, is Professor of Psychology at the University of Texas at Austin. His research investigates the mental underpinnings and behavioral consequences of spontaneous and deliberate evaluations of objects, individuals, groups, and social issues. Dr. Gawronski's work has been recognized with honors including the Theoretical Innovation Prize from SPSP, the Career Trajectory Award from SESP, the Early Career Award from the International Social Cognition Network, the Early Researcher Award from the Ministry of Research and Innovation of Ontario, and the Charlotte-and-Karl-Bühler Award from the German Psychological Society. He is a fellow of APS, SESP, and SPSP.B. Keith Payne, PhD, is Associate Professor in the Department of Psychology at the University of North Carolina at Chapel Hill. His research is concerned with the development of innovative approaches for studying automatic and controlled processes underpinning social behavior. Dr. Payne is a recipient of the Early Career Award from the International Social Cognition Network and the SAGE Young Scholars Award from the Foundation for Social and Personality Psychology and Sage Publications. He was profiled as a “Rising Star” in psychology in the Association for Psychological Science Observerand was cited by the Observer as one of the Top Ten most highly cited Social/Personality Psychologists at the Assistant Professor rank in the United States.
In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.
You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts:Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions.Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct.Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise.Scarcity: We want more of what is less available or dwindling in availability.
Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.
The book provides a comprehensive review of the basic literature on cognition and emotion – it describes the historical background and philosophy of emotion, reviews the main theories of normal emotions and emotional disorders, and the research on the five basic emotions of fear, anger, sadness, anger, disgust and happiness. The authors provide a unique integration of two areas which are often treated separately: the main theories of normal emotions rarely address the issue of disordered emotions, and theories of emotional disorders (e.g. depression, post-traumatic stress disorder, and phobias) rarely discuss normal emotions. The book draws these separate strands together, introducing a theoretical framework that can be applied to both normal and disordered emotions.
Cognition and Emotionprovides both an advanced textbook for undergraduate and postgraduate courses in addition to a novel approach with a range of implications for clinical practice for work with the emotional disorders.