Yes! :
Goldstein, Noah J.
Yes! : 50 scientifically proven ways to be persuasive / Noah J Goldstein; Steve J Martin; Robert B Cialdini. - 1st Free Press pbk ed. - New York : Free Press, 2010. - xii, 258 p. : 21 cm.
Includes index
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 --
Appendix Feedback from Those Who've Used These Methods 221.
9781416576143
174501312
Business communication.
Persuasion (Psychology)
Marketing.
HF5718 / .G65 2010
Yes! : 50 scientifically proven ways to be persuasive / Noah J Goldstein; Steve J Martin; Robert B Cialdini. - 1st Free Press pbk ed. - New York : Free Press, 2010. - xii, 258 p. : 21 cm.
Includes index
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 --
Appendix Feedback from Those Who've Used These Methods 221.
9781416576143
174501312
Business communication.
Persuasion (Psychology)
Marketing.
HF5718 / .G65 2010