In memory of Amos Tversky Contents Introduction Part I. Two Systems 1. The Characters of the Story 2. Attention and Effort 3. The Lazy Controller 4. The Associative Machine 5. Cognitive Ease 6. Norms, Surprises, and Causes 7. A Machine for Jumping to Conclusions 8. How Judgments Happen 9. Answering an Easier Question Part II. Heuristics and Biases 10. The Law of Small Numbers 11. Anchors 12. The Science of Availability 13. Availability, Emotion, and Risk 14. Tom W’s Specialty 15. Linda:
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Electronic Edition: ISBN 978-1-58394658-9 Cop yright © 2 013 by Christop h Delp . All rights reserved. No p ortion of this book, excep t for brief review, may be rep roduced, stored in a retrieval system, or transmitted in any form or by any means—electronic, mechanical, p hotocop ying, recording, or otherwise—without written p ermission of the p ublisher. For information contact Blue Snake Books c/o North Atlantic Books. Published by Blue Snake Books, an imp rint of North Atlantic Books
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i Вторая страница обложки ii Cambridge Practice Tests for IELTS 1 Vanessa Jakeman Clare McDowell C AMBRIDGE UNIVERSITY PRESS iii PUBLISHED BY THF PRESS SYNDICATE OF THE UNIVERSITY OF CAMBRIDGE The Pitt Building Trumpington Street Cambridge CB2 1RP United Kingdom CAMBRIDGE UNIVERSITY PRESS The Edinburgh Building, Cambridge CB2 2RU, United Kingdom 40 West 20th Street, New York, NY 10011-4211, USA 10 Stamford Road, Oakleigh, Melbourne 3166, Australia © Cambridge University
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i Вторая страница обложки ii Cambridge Practice Tests for IELTS 1 Vanessa Jakeman Clare McDowell C AMBRIDGE UNIVERSITY PRESS iii PUBLISHED BY THF PRESS SYNDICATE OF THE UNIVERSITY OF CAMBRIDGE The Pitt Building Trumpington Street Cambridge CB2 1RP United Kingdom CAMBRIDGE UNIVERSITY PRESS The Edinburgh Building, Cambridge CB2 2RU, United Kingdom 40 West 20th Street, New York, NY 10011-4211, USA 10 Stamford Road, Oakleigh, Melbourne 3166, Australia © Cambridge University
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www.PlentyofeBooks.net Plenty of eBooks is a blog with an aim of helping people, especially students, who cannot afford to buy some costly books from the market. For more Free eBooks and educational material visit www.PlentyofeBooks.net Uploaded By Bhavesh Pamecha (samsexy98) 1 INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction 1 Weapons of Influence 2 Reciprocation: The Old Give
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RESEARCH PAPER 11/22 2 March 2011 This paper outlines the changes made to transport policy by the Conservative-Liberal Democrat Coalition Government and looks at some of the long term transport challenges the government is likely to face over the course of this Parliament. It complements and updates House of Commons research paper 10/28, Transport policy in 2010: a rough guide. Louise Butcher Matthew Keep Recent Research Papers 11/05 Social Indicators 18.01.11 11/06 Scotland
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This page intentionally left blank Download at www.Pin5i.Com Essentials of Systems Analysis and Design Download at www.Pin5i.Com Editorial Director: Sally Yagan Editor in Chief: Eric Svendsen Executive Editor: Bob Horan Editorial Assistant: Ashlee Bradbury Director of Marketing: Patrice Lumumba Jones Executive Marketing Manager: Anne Fahlgren Senior Managing Editor: Judy Leale Production Project Manager: Kelly Warsak Senior Operations Supervisor: Arnold Vila Operations Specialist: Cathleen
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ONE I LEAPT, DRAWING MY FEET UP BENEATH ME, AS the seven-foot quarterstaff smashed into the flagstones where I had been standing a half second before. Landing in a crouch, I sprang back up, groaning with the effort, and swung my own weapon over my head. Sweat dripped into my eye, blinding me for one stinging second before my reflexes took over and forced me into motion. A shaft of light from a window far overhead illuminated the oaken staff as I arced it down toward my enemy’s legs. He swept sideways
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INFLUENCE The Psychology of Persuasion ROBERT B. CIALDINI PH.D. This book is dedicated to Chris, who glows in his father’s eye Contents Introduction v 1 Weapons of Influence 1 2 Reciprocation: The Old Give and Take…and Take 13 3 Commitment and Consistency: Hobgoblins of the Mind 43 4 Social Proof: Truths Are Us 87 5 Liking: The Friendly Thief 126 6 Authority: Directed Deference 157 7 Scarcity: The Rule of the Few 178 Epilogue
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Perhaps the thought of trying to leave Shaw far behind has scared off would-be competitors. Or perhaps - what is altogether more probable - the younger hands are simply not interested in writing parables of longevity, or any other kind of parable. Most of my contemporaries seem to feel pretty strongly that the activities of thinking and novel-writing are incompatible, and that to be interested in ideas reveals a deficiency in the creative faculties. And since the critics also like to foster this idea -
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