Research Catalog

Title

Yes! : 50 scientifically proven ways to be persuasive / Noah J. Goldstein, Steve J. Martin, Robert B. Cialdini.

Author

Goldstein, Noah J.

Publication

New York : Free Press, 2008.

Items in the Library & Off-site

Details

Additional Authors

• Martin, Steve J.
• Cialdini, Robert B.

Description

xii, 258 p.; 21 cm.

Summary

Presents dozens of surprising discoveries from the science of persuasion in short, insightful chapters that you can apply immediately to become a more effective persuader.

Subjects

• Interpersonal communication
• Marketing
• Persuasion (Psychology)
• Business communication

Bibliography (note)

• Includes bibliographical references (p. 233-246) and index.

Processing Action (note)

• committed to retain

Contents

1 How can inconveniencing your audience increase your persuasiveness? 9 -- 2 What shifts the bandwagon effect into another gear? 15 -- 3 What common mistake causes messages to self-destruct? 19 -- 4 When persuasion might backfire, how do you avoid the magnetic middle? 26 -- 5 When does offering people more make them want less? 30 -- 6 When does a bonus become an onus? 35 -- 7 How can a new superior product mean more sales of an inferior one? 38 -- 8 Does fear persuade or does it paralyze? 42 -- 9 What can chess teach us about making persuasive moves? 45 -- 10 Which office item can make your influence stick? 50 -- 11 Why should restaurants ditch their baskets of mints? 53 -- 12 What's the pull of having no strings attached? 56 -- 13 Do favors behave like bread or like wine? 60 -- 14 How can one small step help your influence take a giant leap? 64 -- 15 How can you become a Jedi master of persuasion? 69 -- 16 How can a simple question drastically increase support for you and your ideas? 72 -- 17 What is the active ingredient in lasting commitments? 76 -- 18 How can you fight consistency with consistency? 80 -- 19 What persuasion tip can you borrow from Benjamin Franklin? 83 -- 20 When can asking for a little go a long way? 86 -- 21 Start low or start high? Which will make people buy? 89 -- 22 How can we show off what we know without being labeled a show-off? 93 -- 23 What's the hidden danger of being the brightest person in the room? 98 -- 24 Who is the better persuader? Devil's advocate or true dissenter? 102 -- 25 When can the right way be the wrong way? 107 -- 26 What's the best way to turn a weakness into a strength? 110 -- 27 Which faults unlock people's vaults? 115 -- 28 When is it right to admit that you were wrong? 119 -- 29 How can similarities make a difference? 124 -- 30 When is your name your game? 127 -- 31 What tips should we take from those who get them? 133 -- 32 What kind of smile can make the world smile back? 137 -- 33 When is a loser a winner? 141 -- 34 What can you gain from loss? 144 -- 35 Which single word will strengthen your persuasion attempts? 150 -- 36 When might asking for all the reasons be a mistake? 155 -- 37 How can the simplicity of a name make it appear more valuable? 159 -- 38 How can rhyme make your influence climb? 164 -- 39 What can batting practice tell us about persuasion? 167 -- 40 How can you get a head start in the quest for loyalty? 170 -- 41 What can a box of crayons teach us about persuasion? 174 -- 42 How can you package your message to ensure it keeps going, and going, and going? 177 -- 43 What object can persuade people to reflect on their values? 183 -- 44 Does being sad make your negotiations bad? 187 -- 45 What can make people believe everything they read? 193 -- 46 Are trimeth labs boosting your influence? 197 -- 47 How can technology impede persuasive progress? 200 -- 48 How do you get to yes in any language? 205 -- 49 How can you avoid driving your cross-cultural influence into the rough? 209 -- 50 When does letting the call go to voicemail cause a hang-up in your influence? 213 -- Appendix Feedback from Those Who've Used These Methods 221.

ISBN

• 9781416570967
• 1416570969

LCCN

^^2007041917

OCLC

174501312

Owning Institutions

Harvard Library