PDF. Influence, New and Expanded: The Psychology of Persuasion (English Edition)


The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.

In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.

You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.

Cialdini’s Principles of Persuasion:

Reciprocation
Commitment and Consistency
Social Proof 
Liking 
Authority
Scarcity
Unity, the newest principle for this edition
Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.


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PDF As armas da persuasão: Como influenciar e não se deixar influenciar


Depois de passar anos caindo na lábia de vendedores, arrecadadores de doações e operadores de telemarketing, o psicólogo Robert B. Cialdini resolveu se dedicar ao estudo da persuasão. Ele queria entender quais são os fatores que levam uma pessoa a dizer "sim" a um pedido e que técnicas exploram melhor esses fatores.

Reunindo dados das mais recentes pesquisas científicas sobre o assunto, his­tórias de gente comum e a experiência adquirida ao se infiltrar em organizações que treinam os chamados "profissionais da persuasão", Cialdini criou uma obra acessível, informativa e indispensável a todos aqueles que querem saber como influenciar pessoas e, ao mesmo tempo, se defender dos manipuladores.

Seis princípios psicológicos básicos governam o comportamento humano quando tomamos uma decisão e podem ser usados como verdadeiras armas:

1. Reciprocidade: nos sentimos compelidos a retribuir, nem sempre de forma van­tajosa para nós, o que outra pessoa nos proporcionou

2. Compromisso e coerência: depois que fazemos uma escolha, enfrentamos pressões para nos comportarmos de maneira condizente com o compromisso assumido

3. Aprovação social: buscamos nos outros indícios do comportamento mais apropriado a seguir

4. Afeição: preferimos acatar pedidos de pessoas que conhecemos e de que gos­tamos

5. Autoridade: temos um arraigado senso de obediência à autoridade

6. Escassez: tudo se torna mais valioso quando fica menos disponível

Cada princípio é discutido pelo autor em termos de sua função na sociedade e de como um profissional da persuasão pode mobilizar seu poder em pedidos de compras, doações, concessões, votos, permissões, etc. Além disso, aprendemos a usar essas técnicas a nosso favor nas interações diárias de todo tipo, com vizinhos, amigos, colegas, parceiros de negócios ou familiares


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PDF Quirkology: The Curious Science of Everyday Lives (Inglês edition)


Ever wondered why bad musicians always win the Eurovision Song Contest, or how incompetent politicians get elected?

You need some Quirkology in your life.

While other scientists beaver away on obvious problems, Richard Wiseman has been busy uncovering the secret ingredients of charisma, exploring how our personalities are shaped by when we are born and examining why people usually miss the obvious signs of their partner’s infidelity. Using scientific methods to investigate offbeat topics that interest the general public as well as the scientific community, Quirkology brings a new understanding to the backwaters of the human mind and takes us to places where mainstream scientists fear to tread. Comparable to Freakonomics, but British, far more populist, and a lot funnier.

Findings include:

How does your surname influence your life?

What does the way you walk reveal about your personality?

Why should women have men write their personal ads?

What is the funniest joke in the world?



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PDF. Paranormality: Why we see what isn't there (English Edition)


People are emotionally drawn to the supernatural. They actively want weird, spooky things to be true . . . Wiseman shows us a higher joy as he deftly skewers the paranormal charlatans, blows away the psychic fog and lets in the clear light of reason.' Richard Dawkins

Professor Richard Wiseman is clear about one thing: paranormal phenomena don't exist. But in the same way that the science of space travel transforms our everyday lives, so research into telepathy, fortune-telling and out-of-body experiences produces remarkable insights into our brains, behaviour and beliefs. Paranormality embarks on a wild ghost chase into this new science of the supernatural and is packed with activities that allow you to experience the impossible. So throw away your crystals, ditch your lucky charms and cancel your subscription to Reincarnation Weekly. It is time to discover the real secrets of the paranormal.

Learn how to control your dreams -- and leave your body behind

Convince complete strangers that you know all about them

Unleash the power of your unconscious mind


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PDF Hallucinations (English Edition)


NATIONAL BESTSELLER • The "poet laureate of medicine" (The New York Times) and author of The Man Who Mistook His Wife for a Hat weaves together stories of mind-altering experiences to reveal what they tell us about our brains, our folklore and culture, and why the potential for hallucination exists in us all. 

"Sacks has turned hallucinations from something bizarre and frightening into something that seems part of what it means to be a person. His book, too, is a medical and human triumph.” —The Washington Post

“An absorbing plunge into a mystery of the mind.” —Entertainment Weekly

To many people, hallucinations imply madness, but in fact they are a common part of the human experience. These sensory distortions range from the shimmering zigzags of a visual migraine to powerful visions brought on by fever, injuries, drugs, sensory deprivation, exhaustion, or even grief. Hallucinations doubtless lie behind many mythological traditions, literary inventions, and religious epiphanies.

Drawing on his own experiences, a wealth of clinical cases from among his patients, and famous historical examples ranging from Dostoevsky to Lewis Carroll, the legendary neurologist Oliver Sacks investigates the mystery of these sensory deceptions: what they say about the working of our brains, how they have influenced our folklore and culture, and why the potential for hallucination is present in all humans.


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PDF The Naked Woman: A Study of the Female Body


Internationally bestselling author and world-famous human behaviorist Desmond Morris turns his attention to the female form, taking the reader on a guided tour of the female body from head to toe. Highlighting the evolutionary functions of various physiological traits, Morris's study explores the various forms of enhancement and constraint that human societies have developed in the quest for the perfect female form. This is very much vintage Desmond Morris, delivered in his trademark voice: direct, clear, focused, and communicating what is often complex detail in simple language. In THE NAKED WOMAN, Desmond builds on his unrivalled experience as an observer of the human animal while tackling one of his most fascinating and challenging subjects to date.

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PDF 'A Mulher Nua'



Com 'A Mulher Nua' Morris apresenta agora ao leitor uma investigação tão detalhada quanto peculiar do corpo feminino. Sem se deter em interpretações de ordem médica e psicológica o autor analisa a fêmea humana sob o ponto de vista puramente zoológico celebrando a mulher como o brilhante coroamento de milhões de anos de evolução fruto de surpreendentes ajustes e sutis refinamentos que o tornam o mais extraordinário organismo existente no planeta. O livro desvenda os atributos biológicos que todas as mulheres partilham ao mesmo tempo em que explica os diversos modos pelos quais tais características foram ressaltadas ou suprimidas conforme a evolução dos critérios estéticos e dos estilos de vida adotados pela sociedade. Morris ensina por exemplo que as bochechas da fêmea despertam desde sempre o amor paternal dos homens: macias e lisas lembram as faces dos bebês evocando no macho o ancestral instinto protetor.



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PDF. Anger: The Misunderstood Emotion


This "landmark book" (San Francisco Chronicle) dispels the common myths about the causes and uses of anger as Dr. Carol Tavris expertly examines every facet of that fascinating emotion--from genetics to stress to the rage for justice.
Social psychologist Dr. Carol Tavris explores myths around anger--ideas such as expressing anger is always good for you, suppressing anger is always unhealthy, or that women have special "anger problems" that men do not--and provides a helpful guide on how to use anger constructively and how to diminish anger without being aggressive or hostile.

Fully revised and updated, Anger now includes:
-A new consideration of biological politics: Should testosterone or PMS excuse rotten tempers or aggressive actions?
-The five conditions under which anger is likely to be effective--and when it's not.
-Strategies for solving specific anger problems--chronic anger, dealing with difficult people, repeated family battles, anger after divorce or victimization, and aggressive children.


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PDF The Anatomy of Disgust (English Edition)


William Miller embarks on an alluring journey into the world of disgust, showing how it brings order and meaning to our lives even as it horrifies and revolts us. Our notion of the self, intimately dependent as it is on our response to the excretions and secretions of our bodies, depends on it. Cultural identities have frequent recourse to its boundary-policing powers. Love depends on overcoming it, while the pleasure of sex comes in large measure from the titillating violation of disgust prohibitions. Imagine aesthetics without disgust for tastelessness and vulgarity; imagine morality without disgust for evil, hypocrisy, stupidity, and cruelty.

Miller details our anxious relation to basic life processes: eating, excreting, fornicating, decaying, and dying. But disgust pushes beyond the flesh to vivify the larger social order with the idiom it commandeers from the sights, smells, tastes, feels, and sounds of fleshly physicality. Disgust and contempt, Miller argues, play crucial political roles in creating and maintaining social hierarchy. Democracy depends less on respect for persons than on an equal distribution of contempt. Disgust, however, signals dangerous division. The high's belief that the low actually smell bad, or are sources of pollution, seriously threatens democracy.

Miller argues that disgust is deeply grounded in our ambivalence to life: it distresses us that the fair is so fragile, so easily reduced to foulness, and that the foul may seem more than passing fair in certain slants of light. When we are disgusted, we are attempting to set bounds, to keep chaos at bay. Of course we fail. But, as Miller points out, our failure is hardly an occasion for despair, for disgust also helps to animate the world, and to make it a dangerous, magical, and exciting place.



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PDF Hard Feelings: The Moral Psychology of Contempt


At a time when respect is widely touted as an attitude of central moral importance, contempt is often derided as a thoroughly nasty emotion inimical to the respect we owe all persons. But while contempt is regularly dismissed as completely disvaluable, ethicists have had very little to say about what contempt is or whether it deserves its ugly reputation. Macalester Bell argues that we must reconsider contempt's role in our moral lives. While contempt can be experienced in inapt and disvaluable ways, it may also be a perfectly appropriate response that provides the best way of answering a range of neglected faults.
Using a wide variety of examples, Bell provides an account of the nature of contempt and its virtues and vices. While some insist that contempt is always unfitting because of its globalism, Bell argues that this objection mischaracterizes the person assessments at the heart of contempt. Contempt is, in some cases, the best way of responding to arrogance, hypocrisy, and other vices of superiority. Contempt does have a dark side, and inapt forms of contempt structure a host of social ills. Racism is best characterized as an especially pernicious form of inapt contempt, and Bell's account of contempt helps us better understand the moral badness of racism. It is argued that the best way of responding to race-based contempt is to mobilize a robust counter-contempt for racists.

The book concludes with a discussion of overcoming contempt through forgiveness. This account of forgiveness sheds light upon the broader issue of social reconciliation and what role reparations and memorials may play in giving persons reasons to overcome their contempt for institutions.


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PDF Chegando a Verdade (Português exclusivo ⚠️)


Em algum momento hoje, você provavelmente terá que tomar uma decisão importante. Pode ser sobre um relacionamento pessoal; pode ser sobre uma decisão comercial importante; pode ser sobre a vida e a morte. Os momentos em que você diz: "Eu só quero a verdade!".
Em Chegando à Verdade, você expandirá sua capacidade de ver e ouvir o que os outros estão pensando e sentindo, empregando todos os seis canais de comunicação. Você assumirá a verdade e será capaz de confiar que, quando aprender os vinte e sete indicadores de engano, será capaz de tomar decisões para explorar o que está vendo e ouvindo com mais profundidade.

“Não chegamos à lâmpada melhorando as velas. Este é um grande passo para longe dos mitos na Análise do Comportamento e traz à tona a verdade." ('Scott' - Profissional Sênior de Contraterrorismo/Inteligência) "Eu endosso não apenas o objetivo deste trabalho, mas também o valor de aprender sobre ele. Há muito a ganhar aqui" (Paul Ekman PhD e Consultor Científico de 'Lie to me' e 'Inside Out'). Os ambientes médicos foram até agora amplamente ignorados. Na minha área de Medicina de Emergência, não houve trabalho equivalente para avaliar a veracidade no que se refere ao diagnóstico e tratamento médico. dá ao leitor ferramentas para aplicar a interações difíceis de uma maneira rigorosa, mas compassiva. Cliff conseguiu tornar o SCAnR aplicável em todas as disciplinas, e não consigo mais imaginar praticar medicina sem saber como avaliar as palavras e os comportamentos dos meus pacientes nos seis canais apresentados aqui."
 (Dr. Timur Kouliev MD MBA FACEP EMDM) O livro de Cliff é excelente e claro. Ele aborda os aspectos práticos e importantes da detecção da verdade com base na pesquisa científica e não nas modas passageiras e ficções predominantes. Este livro é muito útil para coaches, não porque estamos procurando mentiras de clientes, mas porque perceber qualquer incongruência e incerteza nos ajudará a fazer as melhores perguntas com atenção e empatia.
(Joseph O'Connor, coach executivo e cofundador da International Coaching Community) "Se você está interessado em pessoas e em como todos nós reagimos sob pressão, não encontrará um guia mais claro do que este. A experiência de Cliff ajudou meus dois documentários a atrair audiências recordes para o canal Discovery TV e uma grande resposta na mídia em geral. Milhões de espectadores ficaram fascinados ao aprender como reconhecer sinais reveladores que revelam a verdade oculta."
(Steve Anderson, produtor executivo: “Faking It - Tears of a Crime”) "Entender o ensinamento contido neste livro me ajudou de duas maneiras. Primeiro, me ensinou a procurar a verdade em vez de mentiras descaradas, virando de cabeça para baixo o que venho fazendo há anos, tornando minhas habilidades investigativas mais habilidosas. Segundo, ser capaz de desconstruir o que está na minha frente para ser capaz de colocar o dedo no porquê eu acredito ou não acredito, e então começar a evidenciar isso. Isso é muito importante para os policiais da linha de frente, pois pode significar a diferença entre ganhar a confiança de uma vítima e processar com sucesso o perpetrador." (Luke Breakspear – Inspetor de Polícia em Serviço) "Cliff é realmente um mestre em seu ofício. Ele sempre foi um palestrante informativo e divertido sobre o assunto de entrevistas. A paixão e o conhecimento de Cliff agora estão capturados em seu novo livro. dissecar a comunicação verbal e não verbal. Qualquer pessoa séria sobre a coleta de informações pode usar as técnicas de Cliff para "chegar à verdade" em qualquer entrevista." 
Bruce Dorris, J.D., CFE, CPA Vice-presidente e Diretor do Programa Association of Certified Fraud Examiners.


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PDF Getting to the Truth: A practical, scientific approach to behaviour analysis for professionals (Behaviour Analysis and Investigative Interviewing Book 1) (English Edition)


At some point today you are likely to have to make an important decision. It may be about a personal relationship; it could be about an important business decision; it may be about life and death. The moments when you say, “I just want the truth!”.
In Getting to the Truth, you will expand your ability to see and hear what others are thinking and feeling by employing all six of the communication channels. You will assume truth, and be able to trust that when you learn the twenty-seven indicators of deception, you will be able to make decisions to explore what you are seeing and hearing in more depth.

“We didn't get to the lightbulb by improving candles. This is a huge step away from the myths in Behaviour Analysis and shines the light on the truth."
('Scott' -Senior CounterTerrorism/Intelligence Professional)

“I endorse not only the goal of this work but also the value of learning about it. There is much to gain here” (Paul Ekman PhD and Scientific Advisor to 'Lie to me' and 'Inside Out').

“This book is designed to be a practical tool in high stakes scenarios. The topic of communications in high stakes medical settings have until now been largely overlooked. In my field of Emergency Medicine, there has been no equivalent work for assessing truthfulness as it relates to medical diagnosis and treatment. This book relates directly to the work I do treating patients in the acute setting and gives the reader tools to apply to difficult interactions in a rigorous yet compassionate manner. Cliff has achieved in making SCAnR applicable across disciplines, and I can no longer imagine practicing medicine without knowing how to assess my patients’ words and behaviours across the six channels presented here.”
(Dr. Timur Kouliev MD MBA FACEP EMDM)

Cliff’s book is excellent and clear. It gets to the important, practical aspects of detecting truth based on the scientific research and not the prevalent fads and fiction. This book is very useful for coaches, not because we are looking for client lies, but because noticing any incongruence and uncertainty will help us ask the best questions with attention and empathy.
(Joseph O’Connor, Executive coach and co-founder International Coaching Community)

"If you are interested in people and how we all react under pressure; you will find no clearer guide than this. Cliff’s expertise helped my two documentaries attract record audiences for the Discovery TV channel, and a huge response in the wider media. Millions of viewers were fascinated to learn how to recognise tell-tale signs that reveal the hidden truth."
(Steve Anderson, Exec Producer: “Faking It - Tears of a Crime”)

"Understanding the teaching contained in this book has helped me in two ways. Firstly, it taught me to look for the truth as opposed to flat out lies, thereby turning upside down what I have been doing for years making my investigative skills slicker. Secondly, being able to deconstruct what's in front of me to be able to put my finger on why I believe or disbelieve it, and then getting on to evidence it. This is so very important for front-line law enforcement officers as it could mean the difference between gaining the trust of a victim and successfully prosecuting the perpetrator."
(Luke Breakspear – Serving Police Inspector)

“Cliff is truly a master of his trade. He has always been an informative and entertaining speaker on the subject of interviewing. Cliff’s passion and knowledge are now captured in his new book. Getting to the Truth provides the reader with an entertaining and informative journey into understanding the nuances of lie detection and how to dissect verbal and non-verbal communication. Anyone serious about gathering information can use Cliff’s techniques to “get to the truth” in any interview.”
Bruce Dorris, J.D., CFE, CPA
Vice President and Program Director
Association of Certified Fraud Examiners.


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PDF Detector de mentiras: Técnicas de interpretação da linguagem corporal e da fala


Detectar a mentira é uma habilidade crucial que oferece inúmeros benefícios financeiros, psicológicos e até emocionais. Ela irá permitir que você navegue com confiança em uma paisagem profissional complicada, fornecendo-lhe um conjunto de ferramentas e técnicas da próxima geração para que você seja decisivo, negocie de forma resoluta e tenha excelência no trabalho que realiza.



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PDF How Emotions Are Made: The Secret Life of the Brain (English Edition)


Fascinating . . . A thought-provoking journey into emotion science.” — Wall Street Journal

“A singular book, remarkable for the freshness of its ideas and the boldness and clarity with which they are presented.” — Scientific American

“A brilliant and original book on the science of emotion, by the deepest thinker about this topic since Darwin.” — Daniel Gilbert, best-selling author of Stumbling on Happiness

The science of emotion is in the midst of a revolution on par with the discovery of relativity in physics and natural selection in biology. Leading the charge is psychologist and neuroscientist Lisa Feldman Barrett, whose research overturns the long-standing belief that emotions are automatic, universal, and hardwired in different brain regions. Instead, Barrett shows, we construct each instance of emotion through a unique interplay of brain, body, and culture. A lucid report from the cutting edge of emotion science, How Emotions Are Made reveals the profound real-world consequences of this breakthrough for everything from neuroscience and medicine to the legal system and even national security, laying bare the immense implications of our latest and most intimate scientific revolution.

“Mind-blowing.” — Elle

“Chock-full of startling, science-backed findings . . . An entertaining and engaging read. ” — Forbes


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PDF. Verdade e mentiras: o que as pessoas realmente estão pensando (Português exclusivo) ⚠️


Best-seller nacional

Um guia novo e perspicaz para ler a linguagem corporal na era pós-digital

Esteja você em uma entrevista de emprego ou em um coquetel, pesquisando no LinkedIn ou deslizando para a direita em um site de namoro, você quer (não precisa) entender o que as pessoas realmente estão pensando, independentemente do que elas estejam dizendo. Entender o que os outros estão tentando lhe dizer com sua postura, gestos com as mãos, contato visual (ou falta dele) ou mexer incessantemente em seus iPhones pode ser ainda mais importante do que o que você está projetando. Eles planejam fazer um acordo com sua empresa? Eles estão mentindo para você? Você pode confiar a essa pessoa seus segredos mais íntimos? Saber o que os outros estão pensando pode lhe dizer quando correr atrás de uma oportunidade e quando não desperdiçar seu tempo, seja no trabalho, em uma negociação crucial ou em um primeiro encontro promissor.

 Os autores de best-sellers Mark Bowden e Tracey Thomson, diretores da empresa de comunicação Truthplane, ilustram os pontos essenciais da linguagem corporal com exemplos da vida cotidiana, temperados com humor e insights que você pode usar a seu favor em praticamente qualquer situação.


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