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Publisher's Summary

Small changes can make a big difference in your powers of persuasion.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 60 years of research into the psychology of persuasion, Yes! reveals 50 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.
©2008 Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini; (P)2009 Simon & Schuster
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Critic Reviews

"Yes! is the Freakonomics of social psychology. This book changed my way of looking at the world. This thinking is the real deal. Don't miss out!" (Daniel Finkelstein, Comment Editor, The Times, London)
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Customer Reviews

Most Helpful

By Tyler James Ellison on 06-02-09

Not What I Expected

This book is not what I initially thought it was. I was expecting a book about sales techniques that would act as a template for closing more sales. The approach is much more indirect. Few of the studies were directly related to sales and more about how subtle messages in environment and wording can influence decision-making. That being said, I still enjoyed it and recommend it to sales and marketing professionals.

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17 of 17 people found this review helpful


By 00doc on 03-18-09

Interesting and useful.

The book is, as promised, a well referenced scientific discussion of ways that you can be more persuasive. The narrator is adequate but does not sound like a polished "pro", which in some ways gives it a more authentic feel. The authors try their best to introduce humor and keep it interesting but it is, after all, a review of scientific literature so it is understandable that some parts are a bit dry.

However, the chapters and the book as a whole, are straight to the point and packed with useful information making it much less of an investment in time than most of us have probably wasted elsewhere. The format lends itself well to skipping around and picking out just the points you wish to try to apply. Anyone who is interested in self improvement either personally or in business, as I am sure anyone bothering to read this review is, would do well to not miss out on these tips.

If you are wondering how easily they are applied I have used at least 7 of the techniques in this review. Seriously though, I am so glad that I listened to it that I plan to buy the hard copy in order to have it as a reference. Much of it qualifies as "pearls" that can easily be dolled out at staff meetings and similar venues.

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49 of 53 people found this review helpful

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