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| Yes!: 50 Scientifically Proven Ways to Be Persuasive | 
 enlarge | Authors: Noah J. Goldstein, Steve J. Martin, Robert B. Cialdini
Publisher: Free Press
Category: Book
List Price: $25.00
Buy New: $12.50
You Save: $12.50 (50%)
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Avg. Customer Rating:  71 reviews
Sales Rank: 265
Media: Hardcover
Number Of Items: 1
Pages: 272
Shipping Weight (lbs): 0.8
Dimensions (in): 8 x 5.3 x 1
ISBN: 1416570969
Dewey Decimal Number: 658.45
EAN: 9781416570967
ASIN: 1416570969
Publication Date: June 10, 2008
Availability: Usually ships in 1-2 business days
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Product Description
Small changes can make a big difference in your powers of persuasionWhat 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.
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| Customer Reviews: Read 66 more reviews...
 Dale Carnegie's Classic How to Win Friends - Turns Scientific June 6, 2008
80 out of 97 found this review helpful
Much like the Dale Carnegie classic, one could consider this the scientific version with current and updated studies and field tested facts. Though many will probably purchase this book primarily due to Robert Cialdini's authorship based on his polymath classic "Influence: The Psychology of Persuasion", I had to rate this book (in my view a sequel) at only 3 stars. This somewhat lower grade is mainly due to the fact that it is very hard to surpass oneself after one has published a masterpiece (no disrespect to the other co-authors). Regardless, this book still holds its own and the stories are fast moving with heavy doses (50 to be exact) of social influences, such as:
1) Social Proof Studies
2) Reciprocation Tendency
3) Authority Respecting
4) Commitment & Consistency Response
5) Scarcity Reaction, and
6) The Liking & Loving Response
If you have previously read Influence, you will like this book. If you have not, this book is a good introductory start on the subject matter of social influences. If one really likes this subject and wants to pursue it in more depth, please also refer to other fine books on the subject such as, How We Know What Isn't So (very good), Mean Markets and Lizard Brains (Hidden Gem), The Psychology of Judgment & Decision Making (Classic), or Poor Charlie's Almanack (Charlie's Insights). Good reading and enjoy :)
 Become a Master Pursuader June 16, 2008
38 out of 42 found this review helpful
Yes! 50 Scientifically Proven Ways to be Persuasive, written by Goldstein, Martin and Cialdini, takes the scientific research and studies done on persuasion over the past 50+ years and presents an easy to understand book on how to convince people.
According to the authors, "The central purpose of this book is to provide the reader with a better understanding of the psychological processes underlying our efforts to influence others to shift their attitudes or behavior in a direction that results in positive outcomes for both parties."
The authors go to pains to convince us that persuasion is a science, not an art. They believe that, unlike books on business, economics and so on, there are not many books on persuasion because most people believe they already know how to convince people. which is a mistake, according to them.
They begin with the 6 universal principles of social influence:
* Reciprocation
* Authority
* Commitment/consistency
* Scarcity
* Liking
* Social proof
What follows are 50 mini-chapters. Each refers to scientific studies, but the chapters are breezy and easy to read.
Here are some examples:
* When pursuasion might backfire, how do you avoid the magnetic middle?
* when does a bonus become an onus?
* Does fear persuade or does it paralyze?
* What is the active ingredient in lasting commitments?
* What's the hidden danger of being the brightest person in the room?
*When is a loser an winner?
Insightful and thought-provoking, this book is useful for both social and business situations.
By the author of the award winning book,
Harmonious Environment: Beautify, Detoxify and Energize Your Life, Your Home and Your Planet.
Yes! Cialdini Hits another Home Run with Updated Persuasion Tactics June 26, 2008
26 out of 31 found this review helpful
Extending and building upon Cialdini's classic "Influence: The Psychology of Persuasion", this new book, "Yes!" is immensely useful and a must-read for everyone who seeks to communicate and persuade more effectively.
A colleague recommended it to me, and I pounced upon it, ordering immediately -- because I've long used Cialdini's 6 core strategies in my marketing efforts to help build a business empire. Reciprocity, social proof, and other triggers are must-have tools in one's business arsenal.
What I like best about Cialdini's latest work is:
+ Practical case studies in business (not academic) environments, such as the hotel towel case study, and others.
+ Diverse range of experiments and conversion-boosting examples that can be applied to a much wider range of persuasive situations.
+ Clearly explained examples and techniques that are easy to translate and apply to different practical business situations immediately.
+ Packed with humor, insight and concise tactics that work.
Cialdini's created another classic with "Yes!" and I highly recommend it to all business professionals and folks who'd like to improve their persuasive skills in a variety of situations. An "instant classic".
To success,
Ken Calhoun
P.S. For more on business success, I also recommend all the books by Jeffrey Gitomer, Dan Kennedy, Donald Trump and Brian Tracy.
Invaluable advice, breezy writing June 16, 2008
21 out of 24 found this review helpful
What a useful and surprisingly fun book! Its theme? By making small changes in the way you ask for something, you can increase how often people say yes.
Fifty short mini-chapters, only three or four pages long, each describe a different scientifically proven way to improve how persuasive you can be. Each has specific advice that is easy to apply. For example, adding a hand-written Post-it note to a mailing dramatically boosts a positive response. Another example comes from Benjamin Franklin: Ask for a favor from someone you're trying to bring to your side. Afterward that person will feel more kindly toward you, and be more likely to help you again.
Yes! includes many real-life examples and much humor. Although it is based on serious scientific research, the writing is breezy and non-threatening.
I bought Yes! to help me in my business, but I'll use these ideas personally, as well. You will, too.
Like Chocolate Cake June 27, 2008
16 out of 19 found this review helpful
That's this book. Just like chocolate cake. Rich with loads of wisdom. Each chapter is only a few pages long but you get told what you need to know, clearly and without a lot of pointless throat clearing. Get the goods on social proof(people do what the majority do even if it is bad; the Petrified Forest in Arizona plastered the park with signs saying that many people removed wood pieces and that was bad only to find theft bumping upwards;change the signs to show those who take the pieces are isolated individuals and theft spirals downward); understand that you must value your contribution or its value will be lost(do a favor for a colleague and she says thanks and you say your welcome and there is zip value; tell her you are glad to do it because it helps with her business development efforts and thus she remembers, don't and its useless history to her; you value it, she won't); understand that people act consistently with their affirmative commitments, not their silent agreement( restaurants that ask people to call if they need to cxl a reserfvation don't get co-operation but those who ask a question, "Will you agree to call if you must cxl?"get loads of it); learn to take a negative and make it a positive(yes our products cost more than xyz firm, but they last longer; couple the negative with a positive that relates to or negates the negative). There is lots more. All of it good stuff. I don't care for the title but this is the way business books should be---short, to the point and useful. Sweet.
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