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Yes!: 50 Scientifically Proven Ways to Be Persuasive (Anglais) Broché – 29 décembre 2009


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Descriptions du produit

Revue de presse

"This easy-to-read summary of the social-psychological research on persuasion really does tell people how to get to 'yes.' Since we are all selling something, including ourselves, all the time, everyone can, and will be, reading this amazing book." -- Jeffrey Pfeffer, professor, Stanford Graduate School of Business, and author of What Were They Thinking? Unconventional Wisdom About Management

"Yes! is the single best introduction to and distillation of research and wisdom on how to change people's minds, including your own." -- Warren Bennis, Distinguished Professor of Business, University of Southern California, author of On Becoming a Leader and coauthor of Judgment: How Winning Leaders Make Great Calls

"Yes! is the Freakonomics of social psychology. This book changed my way of looking at the world. This thinking is the real deal. Don't miss out!" -- Daniel Finkelstein, Comment Editor, The Times (London)

"If you had a team of bright guys looking for research that you can actually use to improve your effectiveness, and they wrote it up for you with wit and style, putting it in nifty little reports of three to five pages, would that be useful? YES! This book is the trifecta: first-rate research, lively writing, and practical advice. Read it, enjoy it, use it." -- Dale Dauten, nationally syndicated King Features columnist and author of The Gifted Boss

"Meld[s] social psychology, pop culture and field research to demonstrate how the subtle addition, subtraction or substitution of a word, phrase, symbol or gesture can significantly influence consumer behavior....illustrate[s] the simple and surprising approaches that can hone a company's marketing strategies." -- Publishers Weekly --Ce texte fait référence à l'édition CD .

Présentation de l'éditeur

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 your persuasive prowess?

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. Why did a sign pointing out the problem of vandalism in the Petrified Forest National Park actually increase the theft of pieces of petrified wood? Why did sales of jam multiply tenfold when consumers were offered many fewer flavors? Why did people prefer a Mercedes immediately after giving reasons why they prefer a BMW? What simple message on cards left in hotel rooms greatly increased the number of people who behaved in environmentally friendly ways?

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. --Ce texte fait référence à l'édition CD .


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Détails sur le produit

  • Broché: 258 pages
  • Editeur : Free Press; Édition : Reprint (29 décembre 2009)
  • Langue : Anglais
  • ISBN-10: 1416576142
  • ISBN-13: 978-1416576143
  • Dimensions du produit: 12,7 x 2,5 x 20,3 cm
  • Moyenne des commentaires client : 4.0 étoiles sur 5  Voir tous les commentaires (1 commentaire client)
  • Classement des meilleures ventes d'Amazon: 17.126 en Livres anglais et étrangers (Voir les 100 premiers en Livres anglais et étrangers)
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Commentaires client les plus utiles

1 internautes sur 1 ont trouvé ce commentaire utile  Par RAFFI Olivier le 11 janvier 2014
Format: Broché Achat vérifié
Nettement moins ardu que "Petit traité de manipulation à l'usage des honnêtes gens" que je recommande vivement cependant, ce livre a des chapitres courts qui en rendent la lecture agréable et aisée. Le livre est bien écrit et bien documenté, une source de réflexion sur l'animal social que nous sommes !
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Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: 211 commentaires
163 internautes sur 172 ont trouvé ce commentaire utile 
Pretty good but why not read the masterpiece prequel first? 24 août 2008
Par Houman Tamaddon - Publié sur Amazon.com
Format: Relié
If you haven't read "Influence" by Robert Cialdini then I would strongly recommend skipping this one for now and starting with that one. Cialdini's original book was one of the best psychology books I have ever read. This one is more like a sequel and like most sequels, it is not as good. In Cialdini's "Influence", he talks about 6 weapons of influence:

1) Reciprocity
2) Liking
3) Social Proof
4) Authority
5) Scarcity
6) Commitment and Consistency

This book consists of 50 short chapters where these weapons are at work. Very entertaining and insightful, but I felt that the authors violated some of their own advice by having so many chapters and not organizing them in any particular way. For example, the chapters each demonstrated one of the weapons of influence at work and perhaps the book should have been organized more formally into 6 parts with each part representing one of the weapons. I was very entertained but I am not sure if the book will have any long lasting educational value unlike "Influence".

This is a quick read and I highly recommend it AFTER you have read Cialdini's "Influence".
259 internautes sur 282 ont trouvé ce commentaire utile 
Dale Carnegie's Classic How to Win Friends - Turns Scientific 6 juin 2008
Par James East - Publié sur Amazon.com
Format: Relié
Much like the Dale Carnegie classic, one could consider this the scientific version with current and updated studies and field tested facts. Though many will probably purchase this book primarily due to Robert Cialdini's authorship based on his polymath classic "Influence: The Psychology of Persuasion", I had to rate this book (in my view a sequel) at only 3 stars. This somewhat lower grade is mainly due to the fact that it is very hard to surpass oneself after one has published a masterpiece (no disrespect to the other co-authors). Regardless, this book still holds its own and the stories are fast moving with heavy doses (50 to be exact) of social influences, such as:

1) Social Proof Studies
2) Reciprocation Tendency
3) Authority Respecting
4) Commitment & Consistency Response
5) Scarcity Reaction, and
6) The Liking & Loving Response

If you have previously read Influence, you will like this book. If you have not, this book is a good introductory start on the subject matter of social influences. If one really likes this subject and wants to pursue it in more depth, please also refer to other fine books on the subject such as,

How We Know What Isn't So: The Fallibility of Human Reason in Everyday Life by Thomas Gilovich (very good),
Mean Markets and Lizard Brains How to Profit from the New Science of Irrationality by Terry Burnham (Hidden Gem),
The Psychology of Judgment and Decision Making by Scott Plous (Classic), or
Poor Charlie's Almanack The Wit and Wisdom of Charles T. Munger by Charles T. Munger (Charlie's Insights).

Good reading and enjoy :)
63 internautes sur 70 ont trouvé ce commentaire utile 
Like Chocolate Cake 27 juin 2008
Par Michael P. Maslanka - Publié sur Amazon.com
Format: Relié
That's this book. Just like chocolate cake. Rich with loads of wisdom. Each chapter is only a few pages long but you get told what you need to know, clearly and without a lot of pointless throat clearing. Get the goods on social proof(people do what the majority do even if it is bad; the Petrified Forest in Arizona plastered the park with signs saying that many people removed wood pieces and that was bad only to find theft bumping upwards;change the signs to show those who take the pieces are isolated individuals and theft spirals downward); understand that you must value your contribution or its value will be lost(do a favor for a colleague and she says thanks and you say your welcome and there is zip value; tell her you are glad to do it because it helps with her business development efforts and thus she remembers, don't and its useless history to her; you value it, she won't); understand that people act consistently with their affirmative commitments, not their silent agreement( restaurants that ask people to call if they need to cxl a reserfvation don't get co-operation but those who ask a question, "Will you agree to call if you must cxl?"get loads of it); learn to take a negative and make it a positive(yes our products cost more than xyz firm, but they last longer; couple the negative with a positive that relates to or negates the negative). There is lots more. All of it good stuff. I don't care for the title but this is the way business books should be---short, to the point and useful. Sweet.
34 internautes sur 41 ont trouvé ce commentaire utile 
50 SCIENTIFIC APPETIZERS 9 août 2009
Par Gian Fiero - Publié sur Amazon.com
Format: Relié Achat vérifié
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 to say no, to Yes!
12 internautes sur 13 ont trouvé ce commentaire utile 
Say "yes" to yes! 21 septembre 2008
L'évaluation d'un enfant - Publié sur Amazon.com
Format: Relié
In 1984, social psychologist Robert Cialdini published Influence: The Psychology of Persuasion. He did his research by studying car salesmen, Hari Krishnas, telemarketers, and other master persuaders, cataloguing the tricks of their trade and distilling the underlying psychological principles. The result was a field guide on how to apply -- or resist -- the bait-and-switch, the lowball, the reciprocity effect, and the other tools of the persuasive class. An instant classic, the book is still taught in Psych 101 courses everywhere. Now, in Yes!: 50 Scientifically Proven Ways to Be Persuasive, Cialdini -- along with his research collaborators Noah J. Goldstein and Steve J. Martin -- revisits the same terrain, bringing to bear the latest advances in the science of mind. As it turns out, the laws of influence don't work the way we think. Take social proof -- the fact that when we see other people doing something, we want to do it, too. It's why product testimonials work so well. But it also explains why some marketing campaigns backfire: One anti-littering campaign bears the slogan, "This year Americans will produce more litter and pollution than ever before." By communicating that littering is common, these ads actually make the problem worse. For the same reason, a sign warning that a national park was threatened because so many people were removing pieces of petrified wood resulted in a tripling of the rate at which people stole. Presented in short, engaging chapters, each illustrating one principle of persuasion, the book is filled with similarly jaw-dropping insights. It also provides concrete suggestions on how to harness this wisdom in real-life situations. Like Influence before it, Yes! will no doubt prove indispensable for anyone curious about the art of persuasion.

Another great book on the subject is The Emotional Intelligence Quick Book
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