Yes!: 60 secrets from the science of persuasion

by Noah J. Goldstein, Robert B. Cialdini

Since its publication in 2007, Yes! has shown how small changes can make a big difference to everyone's powers of persuasion - both at work and at home. Every day, we face the challenge of persuading others to do what we want. But what makes people say 'yes' to our requests? Based on decades of research into the psychology of persuasion, this book reveals many remarkable insights that will help you be more persuasive both at work and at home. Co-written by the world's most quoted expert on influence, Professor Robert Cialdini, Yes! contains dozens of tips that you wouldn't want to miss out on - all of them scientifically proven to boost your powers of persuasion.This special tenth Anniversary edition features ten new chapters of updated research and fresh secrets of persuasion. You will find out how to stop your listeners getting bored, what you can do on your commute to increase your influence, and why being second place is worse than being third. Whether you want someone to promote you, take their medicine, reduce their carbon footprint or even give you their vote, Yes! shows how small changes in your approach can have a dramatic effect on your success.

Genres: Psychology, Nonfiction, Business, Personal Growth, Leadership, Design

305 pages, Kindle Edition

Published April 6, 2017

About the author

Noah Goldstein is a protege of Cialdini's. He is an assistant professor at the University of Chicago Graduate School of Business. He earned a Ph.D. in psychology under Robert Cialdini at Arizona State University in 2007, and he has published research with Cialdini in the Journal of Personality and Social Psychology.

Reviews

[Paul · Rating 4 out of 5]

If Influence: The Psychology of Persuasion is the textbook, then Yes! is the study guide. This has a ton of practical examples on how to apply the principles of persuasion developed by Robert Cialdini. You definitely want to read Influence first to understand what's actually occurring in the scenarios presented in this book.

[Nandini Trivedi · Rating 3 out of 5]

Surprisingly easy read for such a detailed non-fiction book. Lots of insights based on research but the best bits are the real-world applications. Could be shorter and some chapters are a bit obvious nonetheless a good read.

[Ghizlane Eddiba · Rating 4 out of 5]

Persuasion techniques:

Use scarcity

Use loss-framed message

Make authentic smile

Use “Because”

Show popularity/testimonials/recommendations of experts

Do not use undesirable behavior in your message.

Applaud good behavior

Offer fewer choices

Add an option to do nothing

Value what you offer free

Communicate your rank

Accompany high-fear message with a plan of action

Offer a favor

Use personalized message

Make unexpected/personalized gifts

Ask for small steps

Assign a trait to a person, and then make a request connected to that trait.

Let the person write down her commitment

Build relationship

See inputs/criticism/disagreement

Mention your minor weaknesses/admit errors

Mirror posture and behavior of the other

Simplify your message

Use rhymes for your ad

Use perceptual contrast

Use loyalty program

Use attractive names

Use memory aids like repetition

[Rob · Rating 3 out of 5]

Interesting, but not groundbreaking

I imagine if I'd read this book when it first came out, then I'd have been bowled over. However, many of the tools in here feel obvious in 2020 and not particularly surprising.
That's not to say there aren't some nuggets of gold in this - I have possibly read too much behavioural science to be truly wowed.

[Crystal Rose · Rating 5 out of 5]

Fantastic Book - this updated is highly recommended

This book is a goldmine of information. Although the strategies could be used for unethical purposes, by being aware of them, we can protect ourselves. This was my reasons for reading it. Not only is it full of great information, it also has the evidence to back it up. I would give this book a; A+++

[Jim Tincher · Rating 3 out of 5]

I loved the original, with 50 secrets. But it's been about ten years since I read that, so decided to read this one. I rated the original 5 stars, but I don't recommend this to those who read the original. It felt like retreading old ground.

[George · Rating 5 out of 5]

A great resource. Packed full of actionable, research-backed advice. I can tell this is going to be one of those books that I keep coming back to.

[Fabian · Rating 3 out of 5]

Good stuff. Well told. Many useful insights.

[Pierre-Henry Soria · Rating 4 out of 5]

Too many details. Could be much shorter. Overall, it offers great tips.

[Iryna Savruk · Rating 5 out of 5]

Awesome book with plenty of actionable, research-backed tips!

[Vikrama Dhiman · Rating 4 out of 5]

Spectacular Book

60 easy to read lessons with three prologues.
Excellent lessons and takeaways. My favorite were on naming things - the best crisp lessons.

[Bella · Rating 5 out of 5]

60 Secrets from the Science of Persuasion is a great book!


Here is a short summary: https://samyreads.com/yes-60-secrets-...

[Prabhat · Rating 5 out of 5]

Superb

It simply presents the very basic facts to be considered while persuading the other parties towards your view point. Great

[Heikki Keskiväli · Rating 3 out of 5]

Not nearly as good as ”Influence” but still interesting dive in social behaviour and science of persuasion. If you are selling something (product, service, idea), this will be useful read.

[Avishkar Surana · Rating 3 out of 5]

Good books. But I felt the concepts could be finished in 50% of the book length.

[Olesya · Rating 2 out of 5]

Непоганий варіант для закріплення і прокачки власних навиків. На диво легко читається. Ніяких революційних порад ви тут не знайдете! Зате повторите класику.