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Description: You would almost certainly like your colleagues to agree with you more, your kids to do their homework and your neighbours to stop dropping litter.
Every day we face the challenge of persuading others to do what we want. But what makes people say ˜yes` to our requests? Based on over 60 years of research into the psychology of persuasion, this book reveals many remarkable insights that will help you be more persuasive both at work an at home.
Co-written by the world`s most quoted expert on influence, Professor Robert Cialdini, Yes! contains dozens of tips that you wouldn`t want to miss out on “ all of them scientifically proven to boost your powers of persuasion.
Whether you want someone to promote you, take their medicine, reduce their carbon footprint or even give you their vote, Yes! shows how small changes in your approach can have a dramatic effect on your success.
Contents: How can you increase your persuasiveness by inconveniencing your audience? ¢ What shifts the bandwagon effect into another gear? ¢ What common mistake causes messages to self-destruct? ¢ When persuasion might backfire, how do you avoid the ˜magnetic middle`? ¢ When does offering people more make them want less? ¢ When does a bonus become an onus? ¢ How can a new superior product mean more sales of an inferior one? ¢ Does fear persuade or does it paralyse? ¢ What can chess teach us about making persuasive moves? ¢ Which office item can make your influence stick? ¢ Why should restaurants ditch their baskets of mints? ¢ What`s the pull of having no strings attached? ¢ Do favours behave like bread or like wine? ¢ How can a foot in the door lead to great strides? ¢ How can you become a Jedi master of social influence? ¢ How can a simple question drastically increase support for you and your ideas? ¢ What is the active ingredient in lasting commitments? ¢ How can you fight consistency with consistency? ¢ What persuasion tip can you borrow from Benjamin Franklin? ¢ When can asking for little go a long way? ¢ Start low or start high? Which will make people buy? ¢ How can you show off without being labelled a show-off? ¢ What`s the hidden danger of being the brightest person in the room? ¢ What can be learnt from captainitis? ¢ How can the nature of group meetings lead to unnatural disasters? ¢ Who is the better persuader? Devil`s advocate or true dissenter? ¢ When can the right way be the wrong way? ¢ What`s the best way to turn a weakness into a strength? ¢ Which faults unlock people`s vaults? ¢ When is it right to admit that you were wrong? ¢ When should you be pleased that the server is down? ¢ How can similarities make a difference? ¢ When is your name your game? ¢ What tip should we take from those who get them? ¢ What kind of smile can make the world smile back? ¢ What can be learnt from the hoarding of tea towels? ¢ What can you gain from loss? ¢ Which single word will strengthen your persuasion attempts? ¢ When might asking for all the reasons be a mistake? ¢ How can the simplicity of a name make it appear more valuable? ¢ How can rhyme make your influence climb? ¢ What can batting practice tell us about persuasion? ¢ How can you gain a head start in the quest for loyalty? ¢ What can a box of crayons teach us about persuasion? ¢ How can you package your message to ensure it keeps going, and going, and going? ¢ What object can persuade people to reflect on their values? ¢ Does being sad make your negotiations bad? ¢ How can emotion put persuasion in motion? ¢ What can make people believe everything they read? ¢ Are tri-meth labs boosting your influence? ¢ Influence in the 21st century ¢ Ethical influence ¢ Influence in action ¢ Influence At Work ¢ Research notes
About the Authors: Dr Noah J. Goldstein is a faculty member at The University of Chicago Graduate School of Business.
Steve J. Martin is the Director of Influence At Work (UK), who provide training and consultancy services based on the strategies in this book.
Dr Robert B. Cialdini is Regents` Professor of Psychology and Marketing at Arizona State University.
Target Audience: Consultants, psychologists, corporate, general public.
ISBN 9781846680168
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Pages : 256
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