Description

The Ronald Press Company, 1914. Hardcover, 168 pp. First edition, Fourth Printing. In acceptable+ condition/ NO dust jacket. Green cloth covered boards with gold lettetring on spine. Light nicking and fraying to cloth at corner tips and top and bottom of spine. Moderate overall scuffing, aging and soiling to covers as well. Binding tight. Light damp staining along top 1" edge of text block. Pages lightly aged but otherwise unmarked with occasional spotting and soiling. NOT Ex-Library. NO remainder marks. Provides insights into the psychology of persuasion and how to use it to influence business decision-making. Scott was a pioneer in the field of industrial psychology, and was one of the first to apply psychological principles to the business world. This book analyses, in popular language, typical processes of choice and action, and compares argument and suggestion as means of influencing conduct. Scott uses simple business situations to show which each of the two methods of appeal is most likely to succeed. Contents include: Introductory; An Analysis of Deliberation; An Analysis of Suggestion; What is Your Method of Deciding Questions and Reaching Conclusions?; When to Use Arguments and when Suggestions in Influencing Men; When to Use Arguments and when Suggestions in Influencing Men. (Continued.); Making Arguments Effective; Making Suggestions Effective.