• Complain

Cialdini Robert B. - Yes!: 50 Scientifically Proven Ways to Be Persuasive

Here you can read online Cialdini Robert B. - Yes!: 50 Scientifically Proven Ways to Be Persuasive full text of the book (entire story) in english for free. Download pdf and epub, get meaning, cover and reviews about this ebook. year: 2014;2008, publisher: Simon and Schuster;Free Press, genre: Politics. Description of the work, (preface) as well as reviews are available. Best literature library LitArk.com created for fans of good reading and offers a wide selection of genres:

Romance novel Science fiction Adventure Detective Science History Home and family Prose Art Politics Computer Non-fiction Religion Business Children Humor

Choose a favorite category and find really read worthwhile books. Enjoy immersion in the world of imagination, feel the emotions of the characters or learn something new for yourself, make an fascinating discovery.

Cialdini Robert B. Yes!: 50 Scientifically Proven Ways to Be Persuasive

Yes!: 50 Scientifically Proven Ways to Be Persuasive: summary, description and annotation

We offer to read an annotation, description, summary or preface (depends on what the author of the book "Yes!: 50 Scientifically Proven Ways to Be Persuasive" wrote himself). If you haven't found the necessary information about the book — write in the comments, we will try to find it.

Small changes can make a big difference in your powers of persuasion What one word can you start using today to increase your persuasiveness by more than fifty percent Which item of stationery can dramatically increase peoples responses to your requests How can you win over your rivals by inconveniencing them Why does knowing that so many dentists are named Dennis improve your persuasive prowess Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the worlds most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Why did a sign pointing out the problem of vandalism in the Petrified Forest National Park actually increase the theft of pieces of petrified wood Why did sales of jam multiply tenfold when consumers were offered many fewer flavors Why did people prefer a Mercedes immediately after giving reasons why they prefer a BMW What simple message on cards left in hotel rooms greatly increased the number of people who behaved in environmentally friendly ways Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.

Cialdini Robert B.: author's other books


Who wrote Yes!: 50 Scientifically Proven Ways to Be Persuasive? Find out the surname, the name of the author of the book and a list of all author's works by series.

Yes!: 50 Scientifically Proven Ways to Be Persuasive — read online for free the complete book (whole text) full work

Below is the text of the book, divided by pages. System saving the place of the last page read, allows you to conveniently read the book "Yes!: 50 Scientifically Proven Ways to Be Persuasive" online for free, without having to search again every time where you left off. Put a bookmark, and you can go to the page where you finished reading at any time.

Light

Font size:

Reset

Interval:

Bookmark:

Make

FREE PRESS A Division of Simon Schuster Inc 1230 Avenue of the Americas - photo 1

FREE PRESS A Division of Simon Schuster Inc 1230 Avenue of the Americas - photo 2

Picture 3
FREE PRESS
A Division of Simon & Schuster, Inc.
1230 Avenue of the Americas
New York, NY 10020

Copyright 2008 by Noah J. Goldstein, Steve J. Martin,
and Robert B. Cialdini

All rights reserved, including the right to reproduce this book
or portions thereof in any form whatsoever. For information address
Free Press Subsidiary Rights Department, 1230 Avenue of
the Americas, New York, NY 10020

FREE PRESS and colophon are
trademarks of Simon & Schuster, Inc.

Library of Congress Cataloging-in-Publication Data
Goldstein, Noah J.
Yes!: 50 scientifically proven ways to be persuasive/
Noah J. Goldstein,
Steve J. Martin, and Robert B. Cialdini.
p. cm.
Includes bibliographical references and index.
1. Business communication. 2. Persuasion (Psychology).
3. Marketing. 4. Interpersonal communication. I. Martin, Steve J. II. Cialdini, Robert B. III. Title.
HF5718.G65 2008
658. 4'5dc22 2007041917

ISBN-13: 978-1-4165-7112-4
ISBN-10: 1-4165-7112-4

Visit us on the World Wide Web:
http://www.SimonSays.com

For my parents and, of course, for JenessaNJG

For my niece and nephew Casie Leigh and RileySJM

For my granddaughter Hailey Brooke CialdiniRBC

Contents

Preface

A ccording to John Lennon, the moment he first began falling in love with Yoko Ono occurred at an installation of her work at a London art gallery in 1966. One piece in the exhibition required viewers to climb to the top of a dimly lit, shaky ladder and then to peer through a spyglass into a small area of the ceiling, where a single word was displayed in barely perceptible letters.

The word was small and simple. But it struck Lennon with so much force that, although he didnt fall physically from the ladder, he began to fall emotionally for the woman who had arranged for him to see that word under those conditionsbecause he immediately resonated with her recognition of its healing power in a darkly dangerous, ominously unstable world.

That word was not love, as most people think. Instead, it was a word that both leads to and flows from love and, fortunately, is much more obtainable.

The word was yes.

Just because yes is simple and obtainable, we shouldnt be fooled into believing that anyone can easily secure it from othersat least not without knowing certain secrets of the persuasion process. The primary purpose of this book is to give readers access to fifty secrets to successful persuasion that have been validated in scientific studies and that can be used in wholly ethical ways. Even though, as the books authors, we wouldnt try to turn John Lennons famous lyric into the claim All you need is Yes!, we are confident that readers who understand and properly employ the books lessons will become markedly more persuasive at work, at home, and elsewhere.

Introduction

T heres an old joke told by the nightclub comic Henny Youngman, who referred to his accommodations from the previous night by saying, What a hotel! The towels were so big and fluffy I could hardly close my suitcase.

Over the last few years, the moral dilemma facing hotel guests has changed. These days, the question of whether to remove the towels from their room has been replaced by the question of whether to reuse the towels during the course of their stay. With the increasing adoption of environmental programs by hotels, more and more travelers are being asked to reuse their towels to help conserve environmental resources, save energy, and reduce the amount of detergent-related pollutants released into the environment. In most cases, this request comes in the form of cards placed in guests bathroomscards that provide some surprising insights into the remarkable science of persuasion.

A survey of the persuasive messages conveyed by dozens of request cards from a wide variety of hotels around the globe reveals that these cards most commonly attempt to encourage towel recycling efforts by focusing guests almost exclusively on the importance of environmental protection. In other words, guests are almost invariably informed that reusing their towels will conserve natural resources and help spare the environment from further depletion, disruption, and corruption. To further draw guests attention to the impact of towel recycling on the environment, this information is often accompanied by various eye-catching, environment-related pictures in the background, ranging from rainbows to raindrops to rainforeststo reindeer.

This persuasion strategy generally seems to be an effective one. For example, one of the largest manufacturers of these signs, whose messages focus entirely on the importance of environmental protection, reports that the majority of hotel guests who have the opportunity to participate in these programs do reuse their towels at least once during their stay. But could the results be improved?

Researchers are often on the lookout for ways to apply their scientific knowledge to make existing policies and practices even more effective. Much like a highway billboard that reads, Place your ad here, these little towel recycling cards spoke to us, practically pleaded with us, to Test your ideas here. So we did. And in doing so, we showed that just by making a small change to the way in which the request is made, hotel chains can do much, much better.

As this book will reveal, starting with our towel experiments, small, easy changes to our messages and to our requests can make them vastly more persuasive. In fact, were going to claim that everyones ability to persuade others can be improved by learning persuasion strategies that have been scientifically proven to be successful. We will report on dozens of studies, some conducted by us, some by other scientists, that demonstrate this point in many different settings. Along the way, we will discuss the principles behind these findings. The central purpose of this book is to provide the reader with a better understanding of the psychological processes underlying our efforts to influence others to shift their attitudes or behavior in a direction that results in positive outcomes for both parties. In addition to presenting a variety of effective and ethical persuasion strategies, we also discuss the types of things to watch out for to help you resist both subtle and overt influences on your decision-making.

The studies discussed in this book are scientifically rigorous, but they can also be fun. For example, well seek to provide insights about what single office supply can make your attempts to persuade others significantly more effective, what Luke Skywalker can teach us about being an influential leader, why people named Dennis are disproportionately more likely to become dentists, how slipping your audience the perfectly legal drug 1,3,7-trimethylxanthin can help you become more persuasive, how inconveniencing your rivals will make them more likely to do favors for you, and why people would be more likely to buy a BMW just after giving reasons for preferring a Mercedes.

Well also seek to answer a number of other important questions. For example: What common mistake do communicators often make that causes their message to backfire? Which one word will strengthen your persuasion attempts? Is it better to start low or high when selling items on eBay? How can you turn your weaknesses into persuasive strengths? How can waiters increase their tips without changing the quality of their service? And why can sometimes seeing yourselfor being seen by othersas an expert result in one of the most dangerous situations in which you could ever be placed?

Next page
Light

Font size:

Reset

Interval:

Bookmark:

Make

Similar books «Yes!: 50 Scientifically Proven Ways to Be Persuasive»

Look at similar books to Yes!: 50 Scientifically Proven Ways to Be Persuasive. We have selected literature similar in name and meaning in the hope of providing readers with more options to find new, interesting, not yet read works.


Reviews about «Yes!: 50 Scientifically Proven Ways to Be Persuasive»

Discussion, reviews of the book Yes!: 50 Scientifically Proven Ways to Be Persuasive and just readers' own opinions. Leave your comments, write what you think about the work, its meaning or the main characters. Specify what exactly you liked and what you didn't like, and why you think so.