Yes!: 50 Secrets From the Science of Persuasion

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Profile Books, Jul 9, 2010 - Business & Economics - 314 pages
27 Reviews
Most of us are only too aware that, whatever roles we have in today's fast-moving world, much of our success lies in getting others to say 'Yes' to our requests. What many people might not be aware of, though, is the vast amount of research that has been conducted on the influence process. What factors cause one person to say 'Yes' to the request of another? Yes! is full of practical tips based on recent academic research that shows how the psychology of persuasion can provide valuable insights for anyone interested in improving their ability to persuade others - whether in the workplace, at home or even on the internet. It combines the counter-intuition of Freakonomics with the popularising of Does Anything Eats Wasps? For each mini-chapter contains a mystery which is solved in a way that provides food for thought for anyone looking to be more persuasive, and for anyone interested in how the world works.
  

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Review: Yes!: 50 Scientifically Proven Ways to Be Persuasive

User Review  - Pubudu Wariyapola - Goodreads

A reasonably good pop-psych book - written by Goldstein, but (I guess) with help from Caldini and Martin (director of Caldini's UK office). A very cursory treatment of a variety of influence ... Read full review

Review: Yes!: 50 Scientifically Proven Ways to Be Persuasive

User Review  - Jason - Goodreads

This is a must-read for anyone working in sales or running your own company. Don't be fooled into thinking it's as simple as doing exactly what the authors say verbatim, but they provide nice ideas ... Read full review

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Contents

Introduction
1
secrets from the science of persuasion
7
How can you increase your persuasiveness by inconveniencing your audience?
9
What shifts the bandwagon effect into another gear?
14
What common mistake causes messages to selfdestruct?
18
When persuasion might backfire how do you avoid the magnetic middle?
22
When does offering people more make them want less?
25
When does a bonus become an onus?
29
Which faults unlock peoples vaults?
104
When is it right to admit that you were wrong?
107
When should you be pleased that the server is down?
111
How can similarities make a difference?
114
When is your name your game?
117
What tip should we take from those who get them?
122
What kind of smile can make the world smile back?
126
What can be learnt from the hoarding of tea towels?
129

How can a new superior product mean more sales of an inferior one?
32
Does fear persuade or does it paralyse?
35
What can chess teach us about making persuasive moves?
38
Which office item can make your influence stick?
43
Why should restaurants ditch their baskets of mints?
46
Whats the pull of having no strings attached?
49
Do favours behave like bread or like wine?
52
How can a foot in the door lead to great strides?
55
How can you become a Jedi master of social influence?
59
How can a simple question drastically increase support for you and your ideas?
62
What is the active ingredient in lasting commitments?
65
How can you fight consistency with consistency?
69
What persuasion tip can you borrow from Benjamin Franklin?
72
When can asking for a little go a long way?
75
Start low or start high? Which will make people buy?
78
How can you show off without being labelled a showoff?
81
Whats the hidden danger of being the brightest person in the room?
85
What can be learnt from captainitis?
89
How can the nature of group meetings lead to unnatural disasters?
92
Who is the better persuader? Devils advocate or true dissenter?
95
When can the right way be the wrong way?
98
Whats the best way to turn a weakness into a strength?
101
What can you gain from loss?
134
Which single word will strengthen your persuasion attempts?
140
When might asking for all the reasons be a mistake?
144
How can the simplicity of a name make it appear more valuable?
147
How can rhyme make your influence climb?
151
What can batting practice tell us about persuasion?
155
How can you gain a head start in the quest for loyalty?
158
What can a box of crayons teach us about persuasion?
161
How can you package your message to ensure it keeps going and going and going?
164
What object can persuade people to reflect on their values?
169
Does being sad make your negotiations bad?
172
How can emotion put persuasion in motion?
175
What can make people believe everything they read?
178
Are trimeth labs boosting your influence?
181
Influence in the 21st century
183
Ethical influence
206
Influence in action
210
Influence At Work
217
Research notes
218
Acknowledgements
237
Index
239
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About the author (2010)

Extensive scholarly training in the psychology of influence, together with over 30 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence: Science & Practice, are the results of more than 30 years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over one million copies. Influence has been published in twenty languages and consistently ranks within the top one half of one percent of books sold on Amazon.com. In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today. Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini holds dual appointments at Arizona State University. He is a W.P. Carey Distinguished Professor of Marketing and Regents' Professor of Psychology, where he has also been named Distinguished Graduate Research Professor. Dr. Cialdini is President of Influence At Work, an international consulting, strategic planning and training organization based on the Six Principles of Influence. Dr. Cialdini's clients include such organizations as Advanta, IBM, Washington Mutual Group of Funds, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, Northern Trust, Prudential, The Mayo Clinic, Glaxo Wellcome, Harvard University - Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.

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