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19th out of 60 books
—
149 voters
Yes!: 50 Scientifically Proven Ways to Be Persuasive
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 people's 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...more
What one word can you start using today to increase your persuasiveness by more than fifty percent?
Which item of stationery can dramatically increase people's 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...more
Hardcover, 272 pages
Published
June 10th 2008
by Free Press
(first published January 9th 2007)
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A good friend recommended this book one night over dinner and raised an interesting premise as to why he chose to read the subject matter: "I didn't read it to learn how to persuade people. I read it to learn how people were trying to persuade me." That concept resonated with me. Almost immediately, I purchased Yes! and added it to my Kindle. In effect, my friend's persuasive reasoning as to why I should read this book taught/reminded me the many number of ways that people are attempting to pers...more
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If you want to learn about persuasion, then Robert Cialdini is your man. However, I wasn't quite as enamored with Yes! 50 Scientifically Proven Ways to Be Persuasive as I was when I first read Cialdini's ground-breaking Influence many years ago.
Yes!, which is co-authored by Noah Goldstein and Steve Martin (not the actor), is a collection of fifty persuasion techniques. Each technique is based on at least one psychology study, and all of the studies are listed in a chapter-by-chapter basis in th...more
Yes!, which is co-authored by Noah Goldstein and Steve Martin (not the actor), is a collection of fifty persuasion techniques. Each technique is based on at least one psychology study, and all of the studies are listed in a chapter-by-chapter basis in th...more
Loy Machedo’s Book Review - Yes! 50 Scientifically Proven Ways to Be Persuasive by Noah Goldstein, Robert B. Cialdini, Steve J. Martin
It has been quite some time that scientific community has come to terms that in order to make the complex and the difficult understood, bombarding them with even more complex and hard to understand equations will only drive people away from them. That is where great minds like Malcolm Gladwell, Steve Levitt, Richard Dawkins, Steve Levitt and now Noah Goldstein, Ro...more
It has been quite some time that scientific community has come to terms that in order to make the complex and the difficult understood, bombarding them with even more complex and hard to understand equations will only drive people away from them. That is where great minds like Malcolm Gladwell, Steve Levitt, Richard Dawkins, Steve Levitt and now Noah Goldstein, Ro...more
I don't normally comment on books in progress, but this one has a terrible snake oil start to it. You might think that "Yes!" is the important word in the title, but the author makes it very clear that it is "scientifically." He makes a point of telling us, probably 50 times, that this is science. Science. SCIENCE! It's a shame with so much science on this topic, that everyone ignores it. No need to take his word on this, this is science! Et ceterea and at unfortunate length. When he finally bro...more
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• When so many choices are available, consumers find the decision making process frustrating and the burden of having to differentiate so many options from one another in an attempt to make the best decision. (Page 31)
• Use testimonials – make the person giving the testimonial an ideal candidate for your program (Page 17)
• Use a bunch of small “yes” statements to lead up to a bigger “Yes” like leading a group or joining a Group (Page 68)
• Recruit hosts – even hosting makes a big impact to the Gr...more
• Use testimonials – make the person giving the testimonial an ideal candidate for your program (Page 17)
• Use a bunch of small “yes” statements to lead up to a bigger “Yes” like leading a group or joining a Group (Page 68)
• Recruit hosts – even hosting makes a big impact to the Gr...more
Why should restaurants ditch their baskets of mints? Because leaving a mint or two with the bill instead can significantly increase tips – especially if a little surprise is thrown in, (page 55). In Yes! 50 Scientifically Proven Ways to be Persuasive, authors Goldstein, Martin, and Cialdini peel back the onion to reveal what really persuades people to make particular decisions in their lives. In fact, the authors make a compelling case that most people are completely unaware as to what truly inf...more
I love Cialdini's Influence book, but this one left me cold. It's written as 50 two page essays, rather like an anthology of blog posts. Consequently it doesn't dive deep into anything, just presents 50 case studies or psych studies showing an aspect of influence and suggests how they might be used in a modern business. I was frustrated by the lack of detail--all too often we heard about something awesome ("X made people buy more") but didn't learn how much more, how many people, or what might n...more
Quick little read, couple of hours with interesting pieces, I would call this a readers digest of various techniques on how to "sell", be it ideas or stuff. It is quite focused on how this was done for various advertising, but that is where studies are being performed 3-4 pages per idea 50 ideas in all - true readers digest. Even if you are not the one planning to persuade anyone, if you want to know how advertisers make you buy or do things this is pretty worthwhile read.
They do emphasize ethic...more
They do emphasize ethic...more
From the time I discovered How to Win Friends and Influence People, I've been interested in learning about the power of persuasion. How to ethically make someone agree with you. Whether or not any of the techniques are put into place, this is an interesting book for anyone interested in psychology. It discusses things like why some PSAs have the opposite results than the ones intended -- more litterers, more energy use, more natural resources stolen -- why post-it notes really get people's atten...more
On method #25, so far the methods are interesting, and I've had the opportunity to use some of them...but the authors try to be too clever. Chapters are labeled with questions such as "When does a bonus become an onus?", "Does it behave like bread or like wine?" and "How can you become a Jedi master of persuasion?". Sometimes the chapters are filled with so much anecdotal information regarding the sociological studies done to support their methods that you're not even sure what the method is!
The...more
The...more
A moderately good book with numerous useful persuasive tools and advice on how to use them with the science to back it up.
However, over and over, I was left thinking about what the book could have been. With every chapter, I could not help comparing it to my old copy of the great persuasion manual "How to Win Friends and Influence People". I found by the end of the book, I had forgotten much of what I read at the beginning. Whereas I can still remember many of the techniques from Carnegie's boo...more
However, over and over, I was left thinking about what the book could have been. With every chapter, I could not help comparing it to my old copy of the great persuasion manual "How to Win Friends and Influence People". I found by the end of the book, I had forgotten much of what I read at the beginning. Whereas I can still remember many of the techniques from Carnegie's boo...more
The authors of Yes! spend so much time reminding the reader not to use their 50 Scientifically Proven Ways to Be Persuasive for Evil that it might have been easier to just open with a short chapter from their lawyer declaiming any liability for any resulting world conquest. While interesting and fairly practical in its suggestions, Yes! seems a more than a bit of a cribbing from contributor Cialdini's seminal Influence. Fans of social psychology should probably stick to that work; those simply i...more
Excellent intro/overview of research in cognitive and social psychology that relates to persuasion in business, politics, relationships, etc. The conclusions and tips that the authors distill don't seem as scientifically sound as the source material, and the writing borders on cheesiness at times. I also thought they could have chosen fewer, more memorable techniques, as overload became an issue. But interesting and useful overall. I also liked the authors' insistence that readers use these pers...more
A good read, but I'd first read Robert Cialdini's classic book Influence. I highly recommend Cialdini's Influence as it opened my eyes to the scientific and theoretical work that's been done on the six principles of influence.
While Influence lays the scientific foundations for how to persuade others, this work shows 50 ways to put these scientific principles to work. It consists of short (3-4 page) sections comprising up to 50 ethical strategies -- some of which are at first counter-intuitive. I...more
While Influence lays the scientific foundations for how to persuade others, this work shows 50 ways to put these scientific principles to work. It consists of short (3-4 page) sections comprising up to 50 ethical strategies -- some of which are at first counter-intuitive. I...more
This review has been hidden because it contains spoilers. To view it,
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I bought this book on sale, not expecting much. Robert Cialdini was one of the writers, though, and his book Influence is the classic on persuasion. But with 2 other authors, I figured he might not have had much to do with it. I was pleasantly surprised. The book consists of 50 mini-chapters, each one a report on a specific study undertaken to test a theory of persuasiveness. The results are fascinating, often unexpected, and always helpful to students of the art of persuasion. A good quick read...more
The main author of this book is, I assume, Robert Cialdini, though it has two other co-authors. Cialdini is considered the godfather of the study of persuasion, or as he calls it, "influence". This book is a summary of his research in the field, nicely captured in only 232 pages.
"Yes" is mainly targeted at the business reader, but I suspect that just about anyone who ever has to use persuasion or exert influence would find it useful.
His six principles of effective persuasion and influence are:
1...more
"Yes" is mainly targeted at the business reader, but I suspect that just about anyone who ever has to use persuasion or exert influence would find it useful.
His six principles of effective persuasion and influence are:
1...more
A capturing read that focuses on facts and the outcomes of scientific studies in regards to how people subcutaneously react to words, images, group vs. individual dynamics, etc. Differences in cultures, real world examples with other companies or governments, and small recommendations to common practices were appreciated to help exemplify the facts. Being persuasive in a leadership context, without the direct managerial role coming into play, is an important characteristic for day to day life. R...more
I'm not quite sure what the premise of this book was, but its primary content is derived from Robert Cialdini's groundbreaking book, "Influence." It is essentially comprised of short 2-4 page "chapters" which condense many of the principles in "Influence" and serve them to the reader in small samplings that merely scratch the surface of the various topics - unlike "Influence" which goes into much greater depth; complete with anecdotes, statistics, analysis, and field research. Overall, I'd have...more
I've had this book on my list for a while now and am pleased to have been able to check it out today from All Ears Audio Books. This book is an overview of psychological patterns associated with positive Yes!-type of statements. In tweaking presentations very slightly, we can improve our success in eliciting others to purchase, agree, take action, or other choices.
The techniques taught within this book are ethical and moral, so no manipulation or taking advantage of others for our own benefit i...more
The techniques taught within this book are ethical and moral, so no manipulation or taking advantage of others for our own benefit i...more
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I did think that Cialdini's famous "Influence" was more valuable for studying the underlying principles in depth, and would highly recommend that book to anyone. "Yes!" covers much of the same material more briefly. However this is still a quick and interesting read, with some great examples. One of the chapters in this book helped us boost response rates by around 20% with a simple change to our marketing!
Sep 14, 2009
Jricket
rated it
4 of 5 stars
Recommended to Jricket by:
New book shelf of local library
Delightful collection of small scientific experiments in psychology detailing how we make decisions. One of the three authors is the renowned author of "Influence," a staple of psych courses, and a book that could be as useful as "How to Win Friends and Influence People" or others of that genre. The only down side to the book is that there are 50 separate ways to consider, and they don't all stick when you close the back cover.
I enjoy pop-psychology books and this one doesn't disappoint. It's a very quick read of 50 very short chapters looking at different way that affect how persuasive something is to us.
Some of the ways were quite obvious but many were counter intuitive. It's always fun to know what the ad on TV is trying to manipulate you with (or how to get the kids to cooperate).
Some of the ways were quite obvious but many were counter intuitive. It's always fun to know what the ad on TV is trying to manipulate you with (or how to get the kids to cooperate).
Oct 07, 2008
Alexander
rated it
5 of 5 stars
Recommends it for:
anyone
Recommended to Alexander by:
browsed it at the bookstore
One of the best books I've read out there on negotiation/persuasion.
There are scientific studies cited for every 'tactic' that is mentioned. You can use these methods at work, at school, and at home. Best of all, the examples Cialdini gives are PRACTICAL examples (often situated at home).
The case studies are insightful and often with a captivating twist. If you pair this with Dawson's 'Secrets of Negotiation' and you take good notes from both books, you will have a full arsenal at your disposal...more
There are scientific studies cited for every 'tactic' that is mentioned. You can use these methods at work, at school, and at home. Best of all, the examples Cialdini gives are PRACTICAL examples (often situated at home).
The case studies are insightful and often with a captivating twist. If you pair this with Dawson's 'Secrets of Negotiation' and you take good notes from both books, you will have a full arsenal at your disposal...more
Ik las de Nederlandstalige versie Overtuigingskracht uit de bib. Hoe je door nuances in woordkeuze en dergelijke makkelijker mensen kunt overtuigen. ik stond ervan versteld.
Zeker te onthouden: gebruik het woord 'want' en zorg dat je klant juist een dosis cafeïne heeft gekregen.
Een boek op regelmatig naar terug te grijpen. Een aanrader !
Zeker te onthouden: gebruik het woord 'want' en zorg dat je klant juist een dosis cafeïne heeft gekregen.
Een boek op regelmatig naar terug te grijpen. Een aanrader !
This could almost be considered an update to Cialidini's original "Influence" book, but it is written in a much more user-friendly format for the business minded. It included much of Cialdini's recent work on the impact of social proof on behavior change as well as updated applications on many concepts he's covered before (e.g., scarcity, reciprocity, etc.). I would recommend this book to anyone who wants to learn tons of persuasion techniques without getting too bogged down with how they actual...more
A very good book on the art of persuasion. Plenty of original material. Some re-presentation of material available elsewhere, but on the whole, fascinating reading. Practical and presented in a friendly format for busy people, with short chapters and a clear and concise style.
SOO evil, and I like it.
This is a book I open every single day, or reflecting from it, in some perspective.
It can help you with every thing and also give you good start too evolve some new tecnics in manipulating people, just by doing some small changes of behavior.
This is a book I open every single day, or reflecting from it, in some perspective.
It can help you with every thing and also give you good start too evolve some new tecnics in manipulating people, just by doing some small changes of behavior.
Because the explanation of each technique is only a couple pages, you have to take what he says at face value. The book is pretty much the cliff notes version of Cialdini's other book Influence, which discusses the underlying theories a lot more. Still, an interesting read.
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