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Yes!: 50 Scientifically Proven Ways to Be Persuasive
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Average Rating:  out of 92 Reviews
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Price: $25.00
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Sale: $14.00
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Manufacturer: Free Press
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EAN (European Article Number): 9781416570967
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Number of Items: 1
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Binding: Hardcover
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Author: Noah J. Goldstein::Steve J. Martin::Robert B. Cialdini
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Publisher: Free Press
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Dewey Decimal Number: 658.45
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Publication Date: 2008-06-10
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Reading Level: 272
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Description: 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.
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Customer Reviews
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Review Summary: Say "yes" to yes! |
Date: 2008-09-21 |
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Details: In 1984, social psychologist Robert Cialdini published Influence: The Psychology of Persuasion. He did his research by studying car salesmen, Hari Krishnas, telemarketers, and other master persuaders, cataloguing the tricks of their trade and distilling the underlying psychological principles. The result was a field guide on how to apply -- or resist -- the bait-and-switch, the lowball, the reciprocity effect, and the other tools of the persuasive class. An instant classic, the book is still taught in Psych 101 courses everywhere. Now, in Yes!: 50 Scientifically Proven Ways to Be Persuasive, Cialdini -- along with his research collaborators Noah J. Goldstein and Steve J. Martin -- revisits the same terrain, bringing to bear the latest advances in the science of mind. As it turns out, the laws of influence don't work the way we think. Take social proof -- the fact that when we see other people doing something, we want to do it, too. It's why product testimonials work so well. But it also explains why some marketing campaigns backfire: One anti-littering campaign bears the slogan, "This year Americans will produce more litter and pollution than ever before." By communicating that littering is common, these ads actually make the problem worse. For the same reason, a sign warning that a national park was threatened because so many people were removing pieces of petrified wood resulted in a tripling of the rate at which people stole. Presented in short, engaging chapters, each illustrating one principle of persuasion, the book is filled with similarly jaw-dropping insights. It also provides concrete suggestions on how to harness this wisdom in real-life situations. Like Influence before it, Yes! will no doubt prove indispensable for anyone curious about the art of persuasion.
Another great book on the subject is The Emotional Intelligence Quick Book |
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Review Summary: Like Chocolate Cake |
Date: 2008-06-27 |
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Details: 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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Review Summary: Yes! Cialdini Hits another Home Run with Updated Persuasion Tactics |
Date: 2008-06-26 |
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Details: 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. |
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Review Summary: Easy to understand, great examples |
Date: 2008-08-23 |
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Details: I loved the practical examples that are included in the book ... and how sometimes such small adjustments can make such huge improvements in persuasion. For example, how survey responses jumped from 30 percent to 56 percent just by adjusting the name of the sender!
The best thing I liked with Yes! is that I can relate the information easily to a business environment -- and see how I can make simple changes to tactics and copy to have a more effective and persuasive marketing piece. It's not really academically focused and that's a good thing.
I loved Cialdini's "Influence" and think this book is good in combination -- I'd buy both if I didn't already own them. I also enjoy Kevin Hogan on the persuasion topic ... both are great persuasion resources.
The way the information is presented in the 50 examples should really make Yes! essential business reading. I'll also be using this book to help improve the communication and presentations made by our Rotary Club -- the content is useful for more than just a business setting. |
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Review Summary: Fascinating insight and easy to read! |
Date: 2008-06-08 |
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Details: I have admired the work of Dr. Cialdini for many years. Yes! is a great addition to the body of knowledge on ethical influence and persuasion. This book is very easy to read and paints a more detailed picture of each of the six principles of persuasion through actual stories and events. I can't tell you how many "ah-ha" moments I had while reading Yes!. This book can be a great jumping-off point for anyone interested in the science of persuasion.....or even if you think you know all there is to know about it (like I did)! Kudos! |
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