Yes!

50 Scientifically Proven Ways to Be Persuasive

De: Noah J. Goldstein Ph.D. Ph.D., Steve J. Martin, Robert Cialdini Ph.D. Ph.D.

Narrado por: Blair Hardman

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 persuasive powers in business and life.

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.

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

Reseñas de la Crítica

"This easy-to-read summary of the social-psychological research on persuasion really does tell people how to get to 'yes.' Since we are all selling something, including ourselves, all the time, everyone can, and will be, reading this amazing book." -- Jeffrey Pfeffer, professor, Stanford Graduate School of Business, and author of What Were They Thinking? Unconventional Wisdom About Management

"Yes! is the single best introduction to and distillation of research and wisdom on how to change people's minds, including your own." -- Warren Bennis, Distinguished Professor of Business, University of Southern California, author of On Becoming a Leader and coauthor of Judgment: How Winning Leaders Make Great Calls

"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)

"If you had a team of bright guys looking for research that you can actually use to improve your effectiveness, and they wrote it up for you with wit and style, putting it in nifty little reports of three to five pages, would that be useful? YES! This book is the trifecta: first-rate research, lively writing, and practical advice. Read it, enjoy it, use it." -- Dale Dauten, nationally syndicated King Features columnist and author of The Gifted Boss

"Meld[s] social psychology, pop culture and field research to demonstrate how the subtle addition, subtraction or substitution of a word, phrase, symbol or gesture can significantly influence consumer behavior....illustrate[s] the simple and surprising approaches that can hone a company's marketing strategies." -- Publishers Weekly

Actionable information.

Bite sized nuggets of information that can be used immediately to improve your business. And a few things not to do.

Repetitive with previous book - Influence

Liked, but gained little extra from this book. Seemed 75% was the same as author’s book Influence.

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.

Authoritative and well researched

There is an old adage that half of your marketing budget is wasted. The problem is knowing which half. This book will help you solve that problem.

How? By reconciling perfectly rational decision making with the imperfect irrationality of being human. Beyond the implications of using this book in your career and personal life, it is a fascinating examination of human behavior.

It is easy to read this book as a cookbook: Follow the authors' recipe and voila! But, it is wiser to read this like a chef. Listen closely to explanations to understand the 'raw ingredients' and the 'cooking methods' practiced. Therein lies the key to replicating their results.

Persuasion is a subtle art. You could follow an example to a 'T' and fall short of your goal if you overlook a detail that undermines your intent. The authors hint at this by alluding to the impact of tone of voice, stress, mental fatigue, environment, and cultural perspective on decision making.

So, 1) focus on the cognitive and social psychology that underly the techniques, and 2) be wary of unrelated, situational factors in play that could offset your results.

For example, if a boss who wants to deter employee theft follows 'Yes!' like a cookbook with tepid results, s/he may wonder why. If employees think the boss playing games with their hours just to avoid promised benefits or overtime, workers may be acting out of spite or revenge; or perhaps they are modeling the boss' underhanded sales practices, reflecting his or her 'me first' value system. Such factors were not part of the controlled research studies in the book.

Cialdini's reputation precedes him. His involvement in this book carries weight. Every conclusion drawn is backed by peer-reviewed scientific studies. Alas, the narrator is a bit 'old school' for me, with a touch of that 1970s narration artifice. If that sort of thing may distract you, listen to the sample before you buy.

Fantastic

I liked it so much I went and bought the book. Just get it.