Yes!: 50 Scientifically Proven Ways to Be Persuasive Reprint Edition, Kindle Edition

4.4 out of 5 stars 256 customer reviews
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ISBN-13: 978-1416576143
ISBN-10: 1416576142
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Editorial Reviews

From Publishers Weekly

Goldstein, Martin and Cialdini meld 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. Interspersing references to Britney Spears, the Smurfs and Sex and the City with more academic concepts such as loss aversion and the scarcity principle, the authors illustrate the simple and surprising approaches that can hone a company's marketing strategies. Witty chapters detail the allure of the yellow Post-it, the tip-garnering capabilities of an after-dinner mint, how highlighting a product's weaknesses can increase its appeal, the powerful role of third-party testimonials, how doctors can convince patients to adopt healthier choices by prominently displaying academic credentials in their offices, and how mirroring another person's gestures can elicit a more generous response by strengthening a perceived bond. While written primarily for a marketing audience, this amusing book has equal value and appeal for executives, salespeople—even parents trying to persuade their kids to do homework. (June)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

Review

“In simple terms, there are three kinds of business books: You read, and you ask yourself, “Why did I buy this piece of crap?” You read, and you ask yourself, “Interesting, but how do I apply this stuff to my business?” You read, and you immediately change what you’re doing. In my experience (and I get a book a week to review), books in the third category appear once a year or so. One such book is “Yes! 50 Scientifically Proven Ways to Be Persuasive” by Noah J. Goldstein, Steven J. Martin, and Robert B. Cialdini. This book ranks in the top 10 business books that I’ve ever read.” (Guy Kawasaki, author of The Art of the Start )

"I recommend the book highly, as it presents all kinds of clever and effective influence tactics. You can learn everything from the virtues of inconveniencing people, to why restaurants shouldn't offer a basket of mints for people on the way out, to how to use -- and how not to use -- fear as a motivator. Yes! is based on the best behavioral science research and is an easy read." (Robert Sutton, author of The No Asshole Rule )

"This easy-to-read summary of the social pschological research on persausion 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 )

"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 South California, author of On Becoming a Leader and c )

"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))

"I've recommended many books but this one is among the best I've found. . . try to read it before everyone else does. It's chock full of useful advice tested by leading researchers." (Working Class)

"Goldstein, Martin, and Cialdini meld 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. . . . The authors illustrate the simple and surprising approached that can hone a company's marketing strategies. . . . This amusing book has equal value and appeal for executives, salespeople--even parents trying to persuade their kids to do homeword." (Publishers Weekly)

"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 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 Kind Features columnist and author ofThe Gifted Boss )


Product details

  • File Size: 548 KB
  • Print Length: 273 pages
  • Publisher: Free Press; Reprint edition (September 3, 2008)
  • Publication Date: June 10, 2008
  • Sold by: Simon and Schuster Digital Sales Inc
  • Language: English
  • ASIN: B001F51X64
  • Text-to-Speech: Not enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Amazon Best Sellers Rank: #71,196 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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