Yes!: 50 Scientifically Proven Ways to Be Persuasive
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Yes!: 50 Scientifically Proven Ways to Be Persuasive

3.95 of 5 stars 3.95  ·  rating details  ·  4,471 ratings  ·  158 reviews
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...more
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Published February 17th 2009 by Simon & Schuster Audio (first published January 9th 2007)
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(showing 1-30 of 3,000)
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Dooley
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
Ashley   Jaden
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
Gordon
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
Michelle R.
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
Jeff Yoak
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
Nicholas
This review has been hidden because it contains spoilers. To view it, click here.
Nathan
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
Juan
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
Pubudu Wariyapola
A reasonably good pop-psych book - written by Goldstein, but (I guess) with help from Caldini and Martin (director of Caldini's UK office).

A very cursory treatment of a variety of influence techniques - with some research cited, but not in-depth enough to truly understand the science behind the recommendations. Often moves from the science to speculation and theory - and even when scientific research is cited often misconstrues correlation/causation and/or overly generalizes the research to make...more
MsSmartiePants ...like the candy...
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
Bryan
I found The Lean Startup by Eric Ries to be an overall great book with a couple minor flaws.

To start off, this book gives great insight into the mind of Eric his unorthodox way to structure a startup, and how to incorporate these ideas into an established company to foster innovation. You can feel his consulting experience in almost every page.

Many reviewers below me have done a great job capturing the major takeaways from Eric's work so I'll just keep it to a single point: Actionable Metrics. I...more
Chris Conrey
Good short snippets as reminders. Would be great as a 50 track audio book or similar that you could listen to a randome one a day if you're into that sort of thing. Builds on a ton of other sources that you've likely already read if you are in sales or psychology. A good refresher/reminder but not a great standalone
C.H.E. Sadaphal
The bottom line: If you want to be more persuasive, buy this book.

I bought this book after reading Robert Cialdini’s bestseller, Influence: The Psychology of Persuasion, one of my all-time favorites. In that more comprehensive text, the author details many agents of influence that work upon us all in our everyday lives, often with most of us not even knowing it. Influence contains everything in Yes! and more, and I highly recommend reading the former first, considering the latter as a refresh la...more
Matt Fox
It's a rehash of Influence chunked into smaller pieces. Read Influence by Cialdini instead. Same stories, better quality information.
Jenn
• 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
Robert
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
Molly Octopus
NOTES

Social influence/bandwagon effect (perceptions of what other people are doing):
Can backfire when implying that bad behavior is popular. Instead, emphasize the amount of people avoiding the bad behavior.

Praise/reward people for good behavior to keep them from sliding into bad behavior.

Framing a product with lower-priced and higher-priced alternatives makes it seem like a sensible “middle” compromise.

Too many choices can be bad.

Fear as motivation works when people are given specific direction...more
Michael
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
steve
This review has been hidden because it contains spoilers. To view it, click here.
Loy Machedo
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
Daniel Silvert
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
Stephanie
I really liked this book, because I am a firm believer in short chapters that are intriguing, and that is what this book offers. I also love how well-researched it is, so that you know the methods actually lead to a statistic difference in persuasion. Some of these methods of persuasion will shock you, and you will find some of them creeping into your life as you try to convince people of your message.
Kelsey
This was a pretty good book, though I didn't like it as much as Influence: Science and Practice, which is something I read years ago and enjoyed immensely. It was short snippets of techniques that could be used for Influence, and it was both informative and interesting. I enjoyed the depth in Cialdini's other work, though this is a well-written and concise book of techniques. I also liked his focus on ethical use.
Alexander
Oct 07, 2008 Alexander rated it 5 of 5 stars  ·  review of another edition
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
Jason
This is a must-read for anyone working in sales or running your own company. Don't be fooled into thinking it's as simple as doing exactly what the authors say verbatim, but they provide nice ideas that should guide your strategizing with respect to dealing with customers, clients, vendors, and business partners. Solid read.
Ryan
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
Anne
Good and quick read. Consists mostly of scientific researches & experimental results about persuasion and less about marketing case studies. It gets a little hard to read when you get to about number 30.
Bart-Jan
Cialdini c.s. does an excellent job explaining human behavior with regards to decision making. When motives are within ethical, they are highly recommended. I especially like the notion of social proof, working both in positive and in negative ways. So if you're number 35 on the list to accept a transplant kidney, you are more likely to refuse it, because you see social disapproval in 34 people having turned it down. There are some funny ones as well. For example, you're supposed to be more cred...more
Zuzana
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
Rachel
Amazing! The authors dedicate 2 or 3 pages each to 50 different common-sense ways to persuade, sell, manage, or get people to like you. Each is backed up with experiments (though some of the research is peer-reviewed and some is more just the authors mucking around). You may find yourself realizing that you know this stuff without knowing why you know it...for people like me who need all the social coaching they can get, this book is a godsend.

Edited August 3: I put this book down in June and wh...more
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