да. Р. ЧалдиниПсихология влияния. 5е изд. 2014Технический редактор Л. ЕгороваХудожник С. ЗаматевскаяКорректоры С. Беляева, Н. ВиктороваВерстка Л. ЕгороваР. Чалдини
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Критическое мышление 1. Выберите любые три орудия влияния, описанные в этой книге. Подумайте, как каждое из этих орудий можно использовать с целью эксплуатации, а также не из корыстных побуждений. 2. Опишите способ защиты от каждого из этих орудий влияния в случае применения их «профессионалами уступчивости». 3. Расскажите о трех наиболее важных уроках, которые вы извлекли из этой книги. 46 В английском тексте использовано прилагательное instant, известное российскому потребителю по сочетанию instant coffee — быстрорастворимый кофе. — Примеч. пер. 47 В этой главе центральным является термин shortcut, означающий одновременно и «ярлык для запуска программы» (этот смысл данного слова известен пользователям компьютеров), и «кратчайший путь», и «экономный, рациональный путь достижения чеголибо», и «стереотип». Мы предпочли перевести его как «стереотип», огласив в данном примечании весь список значений. — Примеч. пер. 48 Данные о применении подобного сужения в сферах восприятия и принятия решений вы можете найти в работах Берковитца и Бака (Berkowitz & Buck, 1967), Боденхаузена (Bodenhausen, 1990), Коэна (Cohen, 1978), Истербрука (Easterbrook, 1959), Гилберта и Осборна (Gilbert and Osborn, 1989), Хоки и Гамильтона (Hockey and Hamilton, 1970), Кейнана (Keinan, 1987), Круглянски и Фройнда (Kruglanski & Freund, 1983), Макуорта (Mackworth, 1965), Милграма (Milgram, 1970), Миллера и соавторов (Miller et al., 1976), Мура и соавторов (Moore et al., 1986), Скэммона (Scammon, 1977) и Тверски и Канеманна (Tversky & Kahnemann, 1974). 49 Согласно весьма обоснованной точке зрения информационный взрыв обусловлен прежде всего многократным 375 воспроизведением и повторением уже известных сведений и истин, а не увеличением количества новых знаний. 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Новые отзывы об издании «Психология влияния» «Давно известно, что люди совершают покупки под воздействием эмоций и потом оправдывают свое решение о покупке посредством логики. Доктор Чалдини сумел понятно и убедительно рассказать нам, почему это происходит». Марк Блэкбен,вицепрезидент, директор по страховой деятельности, Государственные компании страхования автомобилей «Доктор Чалдини помог нам осознать специфику нашей 406 деятельности и особенности заказчиков, что дало нам возможность внести существенные изменения в работу, получить значительное конкурентное преимущество и выработать свою специализацию». Лоренс Хоф,вицепрезидент по консалтингу в сфере взаимоотношений Advanta Corporation «Эта книга поможет руководителям принимать более взвешенные решения и мудро использовать свое влияние… Роберт Чалдини оказал гораздо большее воздействие на мои взгляды в области социальной психологии, чем какойлибо другой ученый». Чарльз Т. 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