Most of us are only too aware that, whatever roles we have in today's fast-moving world, much of our success lies in getting others to say 'Yes' to our requests. What many people might not be aware of, though, is the vast amount of research that has been conducted on the influence process. What factors cause one person to say 'Yes' to the request of another? Yes! is full of practical tips based on recent academic research that shows how the psychology of persuasion can provide valuable insights for anyone interested in improving their ability to persuade others - whether in the workplace, at home or even on the internet. It combines the counter-intuition of Freakonomics with the popularising of Does Anything Eats Wasps? For each mini-chapter contains a mystery which is solved in a way that provides food for thought for anyone looking to be more persuasive, and for anyone interested in how the world works.
Yes!
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Review
"Fascinating, really."
-- Jon Ashworth, The Business
"Surprising, provocative, fun."
-- Tim Harford, author of The Undercover Economist
"You should read this book. You should read it because you'll enjoy it; because it's perfectly pitched for smart businesspeople; because it's easy to dip into while waiting for a colleague or a plane; and because if you don't someone else is going to get one over on you."
-- Octavius Black, Management Today
"Are there any nice little books I could buy as a present that wouldn't insult the recipient's intelligence? Yes. Or rather Yes!. It will help you understand why you're buying Christmas presents when you don't want to and when the people you're buying them for don't want you to either." -- Guardian
"The ideas in this book changed my way of looking at the world. This thinking is the real deal. Want to be in on the next big idea? Don't miss out." -- Daniel Finkelstein, The Times
"YES! is the Freakonomics of social psychology. It's a handbook to the world."
-- The Times
In a world where persuasion is a more and more important part of what governments and organisations have to do, this book is invaluable.
-- Matthew Taylor, Chief Executive, RSA
-- Jon Ashworth, The Business
"Surprising, provocative, fun."
-- Tim Harford, author of The Undercover Economist
"You should read this book. You should read it because you'll enjoy it; because it's perfectly pitched for smart businesspeople; because it's easy to dip into while waiting for a colleague or a plane; and because if you don't someone else is going to get one over on you."
-- Octavius Black, Management Today
"Are there any nice little books I could buy as a present that wouldn't insult the recipient's intelligence? Yes. Or rather Yes!. It will help you understand why you're buying Christmas presents when you don't want to and when the people you're buying them for don't want you to either." -- Guardian
"The ideas in this book changed my way of looking at the world. This thinking is the real deal. Want to be in on the next big idea? Don't miss out." -- Daniel Finkelstein, The Times
"YES! is the Freakonomics of social psychology. It's a handbook to the world."
-- The Times
In a world where persuasion is a more and more important part of what governments and organisations have to do, this book is invaluable.
-- Matthew Taylor, Chief Executive, RSA
About the Author
Extensive scholarly training in the psychology of influence, together with over 30 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence: Science & Practice, are the results of more than 30 years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over one million copies. Influence has been published in twenty languages and consistently ranks within the top one half of one percent of books sold on Amazon.com. In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today. Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini holds dual appointments at Arizona State University. He is a W.P. Carey Distinguished Professor of Marketing and Regents' Professor of Psychology, where he has also been named Distinguished Graduate Research Professor. Dr. Cialdini is President of Influence At Work, an international consulting, strategic planning and training organization based on the Six Principles of Influence. Dr. Cialdini's clients include such organizations as Advanta, IBM, Washington Mutual Group of Funds, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, Northern Trust, Prudential, The Mayo Clinic, Glaxo Wellcome, Harvard University - Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.
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Most Helpful Customer Reviews
45 of 46 people found the following review helpful
By C. Young
Format:Paperback
'50 secrets from the science of persuasion'... Well, I'd never heard of `the science of persuasion' before and this is actually a series of short case studies based on social psychology academic papers published over the last decade or so. Each case study is presented as a problem, the experiment and results are described and then a `scientifically proven' solution is suggested. It's an appealing way of covering a broad subject and most of the results are thought-provoking and maybe genuinely useful. The only problem is that these snippets are not structured or ordered in any way so unfortunately fact fatigue sets in after about 30, and by the time you struggle to 50 the science of persuasion began to seem a rather disorganised discipline. An admirable book, but you might have thought `persuasion scientists' would have known a bit better how to determine exactly how much is a `good thing'.
13 of 13 people found the following review helpful
By Jimbo Jones
Format:Paperback|Amazon Verified Purchase
I must admit to being pretty underwhelmed by this book. I've read a few books on influence / persuasion / propaganda, and having done so this was a bit of a waste of money.
Don't get me wrong, if this is your first glance at the subject then you'll find many of the short explanations quite interesting, though I'm not sure that its style will peek your interest to read further, which would be a shame as there are some absolutely excellent books on the subject out there that give a far better & more engaging introduction to the field.
If you just want a book to pick at on the train this is more for you, but if you'd really like to understand the subject better to begin with you can't really do better than Robert Cialdini's, 'Influence:The Psychology of Persuasion', and if you want a more useful day to day short read buy, 'How To Outnegotiate Anyone (Even a Car Dealer!' by Leo Reilly.
Don't get me wrong, if this is your first glance at the subject then you'll find many of the short explanations quite interesting, though I'm not sure that its style will peek your interest to read further, which would be a shame as there are some absolutely excellent books on the subject out there that give a far better & more engaging introduction to the field.
If you just want a book to pick at on the train this is more for you, but if you'd really like to understand the subject better to begin with you can't really do better than Robert Cialdini's, 'Influence:The Psychology of Persuasion', and if you want a more useful day to day short read buy, 'How To Outnegotiate Anyone (Even a Car Dealer!' by Leo Reilly.
28 of 30 people found the following review helpful
By S. Kukielka
Format:Paperback
I have read The Tipping Point and Freakonomics and enjoyed them immensely. Yes! is a similar type of book - really enjoyable and based on what appears to be pretty solid evidence and research. It's practical too. As enjoyable as The Tipping Point and Freakonomics were I was left wondering how I could use the information. Short of impressing people at dinner parties with my new found knowledge of why drug dealers live with their mothers the personal applications of both books are few and far between. Not so with Yes! It is a treasure trove not only of the theory of persuasion but also how to put the theory into practice and become more persuasive (and let's be honest who doesn't want to be more persuasive?). In my humble opinion I think Yes! is highly readable, highly practical and highly recommended.
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Most Recent Customer Reviews
5.0 out of 5 stars
Amazing - interesting, practical and always relevant
I must have read Yes and Cialdini's other major title, Influence, at least 20 times. They are the only two books to have a permanent place in my ipad and iphone. Read more
Published 2 months ago by Granpa
5.0 out of 5 stars
Marvelous and Practical Pyschology Book
This book clearly outlines the fifty skills which you can immediately utilize in getting the other person to say "yes". Read more
Published 5 months ago by AbdulMalikOmar
5.0 out of 5 stars
Excellent
Very concise and to the point, this book gave me significant insight into simple yet effective ways to be more persuasive. Highly recommended.
Published 5 months ago by A. D. G. Donald
5.0 out of 5 stars
Why learn by trial and error when you can learn from other's mistakes?
I know you'll see this a lot, but this book 'is a must' for marketers and copywriters. Why? Because it's essential reading that helps you shortcut testing. Read more
Published 11 months ago by Jason D. C. Sullock
5.0 out of 5 stars
Gain a more complete understanding of the six principles
Having written what has probably become the most cited book in interpersonal skills literature, Influence: The psychology of persuasion, Cialdini assembles a team and produces... Read more
Published 12 months ago by James Taylor
5.0 out of 5 stars
A great companion to Cialdini's: "Influence"
"YES! 50 Secrets from the science of persuasion" should be seen as a companion to Cialdini's book: Influence: The Psychology of Persuasion, where he lays out the theoretical... Read more
Published 21 months ago by Njål Andersen
4.0 out of 5 stars
Persuasive Stuff!
If you like your business books with a bit of a twist then Yes! could well be the book for you. The book delivers some really practical insights on how to be more persuasive at... Read more
Published on 19 May 2011 by catchat
5.0 out of 5 stars
How can I persuade You to buy this Book !
As with any of Robert Cialdini's work, expectsations are high and if you need persuading , I've over 30 years in Retail Sales and Behavioural Coaching and still picked up 'Nuggets'... Read more
Published on 8 April 2011 by Geoff
4.0 out of 5 stars
Good Stories
This is a great companion piece to Influence: Science and Practice. Instead of offering us a framework and some theory, with examples along the way, as the earlier book does, this... Read more
Published on 11 Nov 2010 by Dr. M. Clayton
4.0 out of 5 stars
Great pieces of information
I have read some content about the principles or persuasion outlined by Robert Cialdini, one of the authors of this book. Read more
Published on 21 Oct 2010 by Fabio Milheiro Aguiar Castro
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