Yes! Hardcover – 10 Jun 2008
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""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"
"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 "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" --This text refers to the Paperback edition.
Practical advice on how to influence people from the experts: Steve Martin, Noah J Goldstein and Amazon bestselling author Robert Cialdini --This text refers to the Paperback edition.See all Product Description
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Top Customer Reviews
If you haven't yet read Influence, I recommend that you read that book before this one. Without Professor's explanations of why these principles work, the case histories in Yes! don't seem so special and interesting. Otherwise, you will probably just see Yes! as a bunch of unrelated stories, many of which don't apply to your marketing challenges. I would expect most people who read Yes! who haven't read Influence to rate Yes! with three stars.
When you do read Influence, be sure to get the latest edition (the fifth edition came out in August 2008). Otherwise, you'll miss out on insights.
I hired Professor Cialdini to speak to one of my research organizations, Share Price Growth 100, a number of years ago and the members rated him very highly for being able to apply the lessons of his research to the financial markets. I was intrigued to see some financial market examples in Yes!
Be more persuasive in getting an ethical point across!
Each of the book's fifty issues is presented in a brief, readable chapter that begins with a question. Here are five of the more interesting questions:
1. What common mistake causes messages to self-destruct? If you mention how many people are doing something bad, you may unintentionally provide "social proof" that this behavior is acceptable.
2. Does fear persuade or does it paralyze? Fear only motivates us to action if we have a clear and effective means of reducing the danger.
3. Start low or start high? Which will make people buy? Lower auction starting prices convince more people to start bidding and this increased participation convinces others to join in. Once someone bids, they keep bidding to avoid losing their investment of time and effort.
4. What can a box of crayons teach us about persuasion? Unusual names ("Kermit Green") that engage us in solving a puzzle make crayon color names easier to remember.
5. When does letting the call go to voicemail cause a hang-up in your influence? People from individualistic cultures value the informational aspect of communication while those from collectivistic cultures value the relationship-building aspect. An "individualist" might offend some of his colleagues by always letting voice mail answer the phone.Read more ›
Most Recent Customer Reviews
Get this book! In terms of value for money, practicality, directness and ease of assimilation of the material this is the best book around in my opinion. Read morePublished 1 month ago by Nick Michelioudakis
A useful and interesting book that highlights many of the key points made in 'Influence' by Cialidini in a less turgid way.Published 1 month ago by Peter Johnson
This is my absolute favourite book - I carry it around with me and I have quoted it to so many of the people I train / businesses I work with. A great one for the scientific mind!Published 4 months ago by Miss B.
Beware! This is an instruction manual for Dark Arts indeed. Whether you wish to be the caster or to avoid the cast, this grimoire will be your friend. Watch your friends.Published 6 months ago by johnlawrenceaspden
I love this book, great condition and it arrived really fast too.. Thank you so much..Published 7 months ago by Chris
How can you increase the chance of someone saying “YES!” when asking them for a big favour? This book’s title might have it mistaken for a motivational or ‘self-help’ book. Read morePublished 7 months ago by Amazon Customer