Yes!: 50 Scientifically Proven Ways to Be Persuasive

by Steve J. Martin, Noah J. Goldstein, Robert B. Cialdini

Book Overview

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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1416576142
• Release Date: December 2009
• Publisher: Free Press
• Length: 272 Pages
• Weight: 0.50 lbs.
• Dimensions: 8.0" x 0.6" x 5.0"

Customer Reviews

Say "yes" to yes!

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

Dr. Cialdini does it again! -- A must-read book!

This is Dr. Cialdini's most important publication since Influence: Science and Practice. Based on real research, not merely anecdotal evidence. Its scientific conclusions are the basis for a whole new branch of psychology. Neuro-Linguistic Programming students, take notice. You could model these techniques. This is essential reading for all marketers, sales people, lawyers, business owners -- anyone who wants and needs to understand ethical persuasion and negotiation. Not to be missed!

Wake up call!

I do not enjoy reading. I loved this book. Very straight forward, easy to follow, scientifically proven ways to get what you want. Some of this you already know, you just have never thought about it in a context that made sense. I very rarely review anything, much less a book, but this book is going to make me a better communicator, a smarter businessman, and possibly...RICH. By all means, get this book if you want to make it through when others wont.

Ethical Sales - What a concept!

I found Dr Cialdini's book to be a must read for me. I am in the sales field and have struggled at times with trying to be both ethical and sales driven at the same time. In today's world where people believe that the ends justify the means, it's wondeful to learn techniques that make me more sucessful while allowing me to keep my principals in tact.