Yes!: 50 Scientifically Proven Ways to Be Persuasive

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Simon and Schuster, Sep 3, 2008 - Business & Economics - 288 pages
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Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life.

Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too.

Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader.

Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom.

Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.
 

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User Review  - themonkeymom - Overstock.com

I borrowed this book from the library and immediately knew that I would want to buy it so I could read again when I needed to go back to certain sections. Its a fun read for someone interested in social science and in knowing about how people do things without thinking much. Read full review

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Truly a Magnificent read ... thank you to writer

Contents

How can inconveniencing your audience
9
What shifts the bandwagon effect
15
When persuasion might backfire how
26
When does a bonus become an onus?
35
Does fear persuade or does it paralyze?
42
Which office item can make your
50
Why should restaurants ditch their baskets
53
Do favors behave like bread or like wine?
60
What tips should we take from those who get them?
133
What kind of smile can make the world smile back?
137
When is a loser a winner?
141
What can you gain from loss?
144
Which single word will strengthen your persuasion attempts?
150
When might asking for all the reasons be a mistake?
155
How can the simplicity of a name make it appear more valuable?
159
How can rhyme make your influence climb?
164

How can you become a Jedi master
69
What is the active ingredient in lasting
76
What persuasion tip can you borrow from
83
Start low or start high? Which will make
89
Whats the hidden danger of being
98
When can the right way be the wrong way?
107
Whats the best way to turn a weakness into a strength?
110
Which faults unlock peoples vaults?
115
When is it right to admit that you were wrong?
119
How can similarities make a difference?
124
When is your name your game?
127
What can batting practice tell us about persuasion?
167
How can you get a head start in the quest for loyalty?
170
What can a box of crayons teach
174
What object can persuade people to reflect
183
What can make people believe everything
193
How can technology impede persuasive
200
How can you avoid driving your
209
Epilogue
217
Notes
233
Acknowledgments
247
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About the author (2008)

Noah Goldstein is a protege of Cialdini's.  He is an assistant professor at the University of Chicago Graduate School of Business.  He earned a Ph.D. in psychology under Robert Cialdini at Arizona State University in 2007, and he has published research with Cialdini in the Journal of Personality and Social Psychology.

Steve Martin is the UK-based co-director of Influence at Work.  Prior to joining with Robert Cialdini's consulting group, he held a number of positions in sales, marketing, and management at several blue-chip companies.

Robert Cialdini is recognized worldwide for his inspired field research on the psychology of influence. He is a New York Times bestselling author. His books, including Influence, have sold more than three million copies in thirty-three languages. Dr. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and the president and CEO of Influence at Work, an international company that provides keynotes and influence training on how to use the lessons in Dr. Cialdini’s books ethically and effectively.

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