Format: Trade Paperback
Dimensions: 272 Pages, 4.72 × 7.87 × 0.79 in
Published: December 29, 2009
Publisher: Free Press
The following ISBNs are associated with this title:
ISBN - 10: 1416576142
ISBN - 13: 9781416576143
About the Book
Based on more than 60 years of research into the psychology of persuasion, "Yes!" reveals 50 simple but remarkably effective strategies to become more persuasive at work and in one's personal life.
Read from the Book
Introduction There''s an old joke told by the nightclub comic Henny Youngman, who referred to his accommodations from the previous night by saying, "What a hotel! The towels were so big and fluffy I could hardly close my suitcase." Over the last few years, the moral dilemma facing hotel guests has changed. These days, the question of whether to remove the towels from their room has been replaced by the question of whether to reuse the towels during the course of their stay. With the increasing adoption of environmental programs by hotels, more and more travelers are being asked to reuse their towels to help conserve environmental resources, save energy, and reduce the amount of detergent-related pollutants released into the environment. In most cases, this request comes in the form of cards placed in guests'' bathrooms -- cards that provide some surprising insights into the remarkable science of persuasion. A survey of the persuasive messages conveyed by dozens of request cards from a wide variety of hotels around the globe reveals that these cards most commonly attempt to encourage towel recycling efforts by focusing guests almost exclusively on the importance of environmental protection. In other words, guests are almost invariably informed that reusing their towels will conserve natural resources and help spare the environment from further depletion, disruption, and corruption. To further draw guests'' attention to the impact of towel recycling on the environment, this inf
From the Publisher
Small changes can make a big difference in your powers of
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.
Co-written 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
"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