Originally published, 2008

Includes bibliographical references (p. 233-246) and index

Preface -- Introduction -- How can inconveniencing your audience increase your persuasiveness? -- What shifts the bandwagon effect into another gear? -- What common mistake causes messages to self-destruct? -- When persuasion might backfire, how do you avoid the magnetic middle? -- When does offering people more make them want less? -- When does a bonus become an onus? -- How can a new superior product mean more sales of an inferior one? -- Does fear persuade or does it paralyze? -- What can chess teach us about making persuasive moves? -- Which office item can make your influence stick? -- Why should restaurants ditch their baskets of mints? -- What's the pull of having no strings attached? -- Do favors behave like bread or like wine? -- How can one small step help your influence take a giant leap? -- How can you become a Jedi master of persuasion? -- How can a simple question drastically increase support for you and your ideas? -- What is the active ingredient in lasting commitments? -- How can you fight consistency with consistency? -- What persuasion tip can you borrow from Benjamin Franklin? -- When can asking for a little go a long way? -- Start low or start high? Which will make people buy? -- How can we show off what we know without being labeled a show-off? -- What's the hidden danger of being the brightest person in the room? -- Who is the better persuader? Devil's advocate or true dissenter? -- When can the right way be the wrong way?50500 What's the best way to turn a weakness into strength? -- Which faults unlock people's vaults? -- When is it right to admit that you were wrong? -- How can similarities make a difference? -- When is your name your game? -- What tips should we take from those who get them? -- What kind of smile can make the world smile back? -- When is a loser a winner? -- What can you gain from loss? -- Which single word will strengthen your persuasion attempts? -- When might asking for the reasons be a mistake? -- How can the simplicity of a name make it appear more valuable? -- How can rhyme make your influence climb? -- What can batting practice tell us about persuasion? -- How can you get a head start in the quest for loyalty? -- What can a box of crayons teach us about persuasion? -- How can you package yourmessage to ensure it keeps going, and going, and going? -- What object can persuade people to reflect on their values? -- Does being sad make your negotiations bad? -- What can make people believe everything they read? -- Are trimeth labs boosting your influence? -- How can technology impede persuasive progress? -- How do you get to yes in any language? -- How can you avoid driving your cross-cultural influence into the rough? -- When does letting the call go to voicemail cause a hang-up in your influence? -- Epilogue -- Appendix: Feedback from those who've used the methods -- Notes -- Acknowledgments -- Index

Presents dozens of surprising discoveries from the science of persuasion in short, insightful chapters that you can apply immediately to become a more effective persuader

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? -- from http://books.simonandschuster.com (Sep. 22, 2011)