Yes! 50 scientifically proven ways to be persuasive / Noah J. Goldstein, Steve J. Martin, and Robert B. Cialdini.

Format:

Book

Author/Creator:

Goldstein, Noah J.

Contributor:

Martin, Steve J.

Cialdini, Robert B.

Language:

English

Subjects (All):

Business communication.

Persuasion (Psychology).

Marketing.

Interpersonal communication.

Physical Description:

xii, 258 pages ; 21 cm

Edition:

First Free Press trade paperback edition.

Place of Publication:

New York : Free Press, 2010.

Contents:

1 How can inconveniencing your audience increase your persuasiveness? 9

2 What shifts the bandwagon effect into another gear? 15

3 What common mistake causes messages to self-destruct? 19

4 When persuasion might backfire, how do you avoid the magnetic middle? 26

5 When does offering people more make them want less? 30

6 When does a bonus become an onus? 35

7 How can a new superior product mean more sales of an inferior one? 38

8 Does fear persuade or does it paralyze? 42

9 What can chess teach us about making persuasive moves? 45

10 Which office item can make your influence stick? 50

11 Why should restaurants ditch their baskets of mints? 53

12 What's the pull of having no strings attached? 56

13 Do favors behave like bread or like wine? 60

14 How can one small step help your influence take a giant leap? 64

15 How can you become a Jedi master of persuasion? 69

16 How can a simple question drastically increase support for you and your ideas? 72

17 What is the active ingredient in lasting commitments? 76

18 How can you fight consistency with consistency? 80

19 What persuasion tip can you borrow from Benjamin Franklin? 83

20 When can asking for a little go a long way? 86

21 Start low or start high? Which will make people buy? 89

22 How can we show off what we know without being labeled a show-off? 93

23 What's the hidden danger of being the brightest person in the room? 98

24 Who is the better persuader? Devil's advocate or true dissenter? 102

25 When can the right way be the wrong way? 107

26 What's the best way to turn a weakness into a strength 110

27 Which faults unlock people's vaults? 115

28 When is it right to admit that you were wrong? 119

29 How can similarities make a difference? 124

30 When is your name your game? 127

31 What tips should we take from those who get them? 133

32 What kind of smile can make the world smile back? 137

33 When is a loser a winner? 141

34 What can you gain from loss? 144

35 Which single word will strengthen your persuasion attempts? 150

36 When might asking for all the reasons be a mistake? 155

37 How can the simplicity of a name make it appear more valuable? 159

38 How can rhyme make your influence climb? 164

39 What can batting practice tell us about persuasion? 167

40 How can you get a head start in the quest for loyalty? 170

41 What can a box of crayons teach us about persuasion? 174

42 How can you package your message to ensure it keeps going, and going, and going? 177

43 What object can persuade people to reflect on their values? 183

44 Does being sad make your negotiations bad? 187

45 What can make people believe everything they read? 193

46 Are trimeth labs boosting your influence? 197

47 How can technology impede persuasive progress? 200

48 How do you get to yes in any language? 205

49 How can you avoid driving your cross-cultural influence into the rough? 209

50 When does letting the call go to voicemail cause a hang-up in your influence? 213.

ISBN:

1416576142

9781416576143

OCLC:

320406800

Online:

Publisher description