Yes!: 50 Scientifically Proven Ways to Be Persuasive

Front Cover
Simon and Schuster, Sep 3, 2008 - Business & Economics - 288 pages
153 Reviews
Small changes can make a big difference in your powers of persuasion

What one word can you start using today to increase your persuasiveness by more than fifty percent?

Which item of stationery can dramatically increase people's responses to your requests?

How can you win over your rivals by inconveniencing them?

Why does knowing that so many dentists are named Dennis improve your persuasive prowess?

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. Why did a sign pointing out the problem of vandalism in the Petrified Forest National Park actually increase the theft of pieces of petrified wood? Why did sales of jam multiply tenfold when consumers were offered many fewer flavors? Why did people prefer a Mercedes immediately after giving reasons why they prefer a BMW? What simple message on cards left in hotel rooms greatly increased the number of people who behaved in environmentally friendly ways?

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.

What people are saying - Write a review

User ratings

5 stars
4 stars
3 stars
2 stars
1 star

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

User Review  - Goodreads

Rehash of topics covered in Cialdini's other book "Influence" and similar books on the topic like "Getting to Yes". If you don't want to read the others and want a quick summary of the topics covered, this is the one to read. Topics boiled down to 3-4 pages and examples provided. Read full review

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

User Review  - Hoonie - Goodreads

The author of this book is smart I think, Good job ~! Read full review


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

How can you become a Jedi master
What is the active ingredient in lasting
What persuasion tip can you borrow from
Start low or start high? Which will make
Whats the hidden danger of being
When can the right way be the wrong way?
Whats the best way to turn a weakness into a strength?
Which faults unlock peoples vaults?
When is it right to admit that you were wrong?
How can similarities make a difference?
When is your name your game?
What can batting practice tell us about persuasion?
How can you get a head start in the quest for loyalty?
What can a box of crayons teach
What object can persuade people to reflect
What can make people believe everything
How can technology impede persuasive
How can you avoid driving your

Other editions - View all

Common terms and phrases

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 the leading pioneer in the field of social influence.  His research has been foundational in the whole enterprise of applying reserach into what sales and marketing techniques are more and less persuasive to actual business. His million copy plus best-selling Influence is the textbook that put the on the map as a vital, emerging new interdisciplinary field of study.  He conducted the seminal research experiments in the field, and continues to lead one of the most respected research teams.  He is Regent's Professor of psychology at Arizona State University and the president of Influence at Work, a consulting company that trains business people to incorporate the lessons of his research into their work.  He gives approximately 60 lectures a year to premier business associations and leading corporations.

Bibliographic information