Yes!: 50 Scientifically Proven Ways to Be PersuasiveSimon and Schuster, 03.09.2008 - 288 Seiten Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. 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 world’s 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. 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. |
Inhalt
9 | |
What shifts the bandwagon effect | 15 |
When persuasion might backfire how | 26 |
When does a bonus become an onus? | 35 |
Does fear persuade or does it paralyze? | 42 |
Which office item can make your | 50 |
Why should restaurants ditch their baskets | 53 |
Do favors behave like bread or like wine? | 60 |
What tips should we take from those who get them? | 133 |
What kind of smile can make the world smile back? | 137 |
When is a loser a winner? | 141 |
What can you gain from loss? | 144 |
Which single word will strengthen your persuasion attempts? | 150 |
When might asking for all the reasons be a mistake? | 155 |
How can the simplicity of a name make it appear more valuable? | 159 |
How can rhyme make your influence climb? | 164 |
How can you become a Jedi master | 69 |
What is the active ingredient in lasting | 76 |
What persuasion tip can you borrow from | 83 |
Startlow or start high? Which will make | 89 |
Whats the hidden danger of being | 98 |
When can the right way be the wrong way? | 107 |
Whats the best way to turn a weakness into a strength? | 110 |
Which faults unlock peoples vaults? | 115 |
When is it right to admit that you were wrong? | 119 |
How can similarities make a difference? | 124 |
When is your name your game? | 127 |
What can batting practice tell us about persuasion? | 167 |
How can you get a head start in the quest for loyalty? | 170 |
What can a box of crayons teach | 174 |
What object can persuade people to reflect | 183 |
What can make people believe everything | 193 |
How can technology impede persuasive | 200 |
How can you avoid driving your | 209 |
Epilogue | 217 |
Notes | 233 |
Acknowledgments | 247 |
Andere Ausgaben - Alle anzeigen
Yes!: 50 Scientifically Proven Ways to Be Persuasive Noah J. Goldstein,Steve J. Martin,Robert B. Cialdini Keine Leseprobe verfügbar - 2008 |
Yes!: 50 Scientifically Proven Ways to Be Persuasive Noah J. Goldstein,Steve J. Martin,Robert Cialdini Keine Leseprobe verfügbar - 2009 |
Häufige Begriffe und Wortgruppen
advertising asked audience bandwagon effect behavior Bobby Fischer Bunny caffeine campaign candy choices Cialdini clients Coca-Cola Company Coke colleagues collectivistic commitments communications company’s compliance conducted consider coworkers cultures customers decision-making decisions devil’s advocate donate Duracell Duracell Bunny eBay effective employees ence Energizer Bunny example experience favor feel findings focused food servers Franklin gift going guests important increase infomercials Journal of Consumer Journal of Personality less loss aversion manager marketing mirror motivation names negotiation Nick Pope offer one’s participants people’s percent Personality and Social persuasive Petrified petrified wood positive Post-it Note potential reasons received request restaurant reuse their towels rhyming simply social influence social proof Social Psychology someone sticky note strategy survey tetanus there’s they’re tion What’s words you’re