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Yes!: 50 Scientifically Proven Ways to Be Persuasive | [Noah J. Goldstein, Steve J. Martin, Robert B. Cialdini]

Yes!: 50 Scientifically Proven Ways to Be Persuasive

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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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

What the Critics Say

"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)

What Members Say

Average Customer Rating

3.9 (540 )
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4.0 (218 )
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Performance
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  •  
    Koleen Eatontown, NJ, United States 12-29-10
    Koleen Eatontown, NJ, United States 12-29-10 Member Since 2013
    HELPFUL VOTES
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    "Interesting"

    I enjoyed this book and came away with some things to think about for how a company needs to market itself.

    0 of 0 people found this review helpful
  •  
    Glenn Richmond Hill, ON, Canada 12-26-10
    Glenn Richmond Hill, ON, Canada 12-26-10 Member Since 2012
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    "Many persuasive ideas"

    I liked the few new persuasive ideas and the many stories and examples he presented. While there were 50 persuasive ideas, many of them where supported by light scientific evidence and others even if true had little persuasive power. Overall it is worth having to skim to the chapters that interest you.

    0 of 0 people found this review helpful
  •  
    Andy Chicago, IL, United States 12-23-10
    Andy Chicago, IL, United States 12-23-10 Member Since 2013
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    "Great Information"

    Having read, "Influence", my expectations were high, and I was not disappointed. Tons of useful information, very well written, and a great book.

    0 of 0 people found this review helpful
  •  
    Paige 07-30-09
    Paige 07-30-09 Member Since 2007
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    "Really interesting"

    This is a really interesting book no matter what your profession that looks at what elicits the desired response from people. It was very well presented, even as the authors were slicing and dicing percentage responses.

    0 of 0 people found this review helpful
  •  
    David 01-23-12
    David 01-23-12
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    "Subliminally effective means to a desirable result"
    Would you listen to Yes! again? Why?

    Little niches can escape your day to day thought process, listening to YES! Again can awaken those slumbering ideas.


    What other book might you compare Yes! to and why?

    The Science of Persuasion is incredibly important in marketing in todays fast paced lifestyle of Social Media, where the effective attention span has been dauntingly reduced to about 7 Seconds. Having the ability to communicate effectively is becoming a lost art, in itself.Today's world of Twitter and Facebook has made life so full of immediate gratification , that we are losing the intimacy of communication and gracefulI conversations. Todays maketplace is me, me, me, now, now, now and how come its not done yet. So to wrap things up Presuasion is becoming precisely finite ...


    What about Blair Hardman’s performance did you like?

    The information presented is backed by years of systematic analysis, narrowing down the most effective and efficient means.


    If you were to make a film of this book, what would be the tag line be?

    The 7 Second effect!


    Any additional comments?

    A necessary listen (read) for todays imarketing, a must for the professional library..DW

    1 of 3 people found this review helpful
  •  
    Joe Bloggs WASHINGTON, IL, United States 06-22-13
    Joe Bloggs WASHINGTON, IL, United States 06-22-13 Member Since 2011

    Simple Joe

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    "Egg Heads wrote this book"
    Would you listen to Yes! again? Why?

    No, it was somewhat interesting but in the end reading a book will never make you more persuasive, only practice can make you more persuasive. The authors give the facts, but fail to delve very far below the surface as to what is going on. Also, the jokes are as lame as they come.


    What could the authors have done to make this a more enjoyable book for you?

    I don't know, but the book reads like a college paper that goes on way too long where it should be short and way too short where some additional explanation would be nice. Also, the political correctness of the this book oozes out through the seams here and there; not so much by what is said but by what is not said.


    What did you like about the performance? What did you dislike?

    Too happy, too upbeat, not real or just annoying; it's the kind of thing you try to forget.


    What’s an idea from the book that you will remember?

    My main take away is social proof or what I have termed Group Guidance which I think better describes what is going on when people make decisions based on what a group is doing or not doing. The book never gets into why this works on some and not others though, although it's pretty obvious that not considering oneself a part of the subject group would be one reason.


    Any additional comments?

    I wrote too much already, starting to feel like I could have written this book, which I probably could have. That's not a compliment.

    0 of 1 people found this review helpful
  •  
    PC 05-14-13
    PC 05-14-13
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    "Not impressed"

    Expecting this book to be on the continuum of Cialdini's Influence, this rather turned out to be a sales tactics book, which some salesperson can (and already does) apply to their daily work. This book covers more about influential tactics that are effective for transaction-based situation, rather than long-term relationship.

    For those who were looking for ways to be more persuasive in their daily negotiation, this book is not for you.

    0 of 1 people found this review helpful
  •  
    Philip 04-26-13
    Philip 04-26-13
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    "wasn't my cup of tea"
    What disappointed you about Yes!?

    it was tough to listen to. both the narrator and content were difficult to digest


    Would you be willing to try another one of Blair Hardman’s performances?

    probably not


    Any additional comments?

    i got this book because i've seen robert cialdini speak live and he was amazing. wasn't able to get through this book entirely

    0 of 1 people found this review helpful
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