Summary: Yes! E-Book

BusinessNews Publishing

• Herausgeber: Business Book Summaries
• Kategorie: Lebensstil
• Sprache: Englisch

Seitenzahl: 42

Veröffentlichungsjahr: 2013

Beschreibung

The must-read summary of Noah Goldstein, Steve Martin and Robert Cialdini's book: "Yes! 50 Scientifically Proven Ways To Be Persuasive".

This complete summary of the ideas from Noah Goldstein, Steve Martin and Robert Cialdini's book "Yes! 50 Scientifically Proven Ways to Be Persuasive" shows that when it comes to persuading others, sometimes small and subtle changes can have a big impact on your success. The authors highlight 50 strategies that have all been scientifically proven to persuade others and just how easy they are to implement. Read this book to start understanding the psychology of persuasion and make use of the most effective strategies to get what you want.

Added-value of this summary: 
• Save time 
• Understand the key strategies
• Expand your persuasive skills

To learn more, read "Yes! 50 Scientifically Proven Ways to Be Persuasive" to find out how you can become more persuasive in all areas of your life.

Leseprobe

Book PresentationYes! by Noah Goldstein, Steve Martin and Robert Cialdini

Summary of Yes! (Noah Goldstein, Steve Martin and Robert Cialdini)

Book PresentationYes! by Noah Goldstein, Steve Martin and Robert Cialdini

Book Abstract

MAIN IDEA

When it comes to your ability to persuade others, it’s often the little things that count. Sometimes just a small and subtle change can have a huge impact on your success in being more persuasive. This an area where a scientific approach is much better than winging it. To be specific, there are 50 persuasion strategies which have been scientifically proven to work. Many of these strategies are disarmingly simple and easy to implement but they have all been validated and rigorously proven to work in the real world. If you understand and then properly employ these strategies, you will become more persuasive in your work, in your personal life and everywhere else.

Most people automatically assume persuasion is more art than science. This is incorrect. Persuasion has been studied academically for more than half a century. It has been well established there are, in fact, six universal principles of social influence:

Reciprocation – we feel obligated to respond in kind when others do us a good turn.Authority – we typically tend to look to experts to show us the best way to do things.Consistency – we generally like to act in rational ways which are consistent with our prior commitments and personal values.Scarcity – the less available anything is or looks like becoming, the more we want it.Likeability – the more we like a person, the greater the pressure we feel to say yes to them.Social proof – we like to look to what others do or have done as a guide for how we should behave.

Despite all this research, most people are perfectly comfortable relying on their gut instincts and therefore overlook the large body of research which has been carried out on persuasion. The reasons why this is so are varied and may include:

A perception that people learn persuasion intuitively by virtue of living their lives and interacting with others and therefore there is no need to acquire learning from others who are skilled in this area.Many people are more comfortable relying on their own introspection when it comes to analyzing their motivations for doing things and assume everyone else thinks the same way.It’s easy to assume persuasion is more “touchy-feely” or subjective than the more established academic disciplines like economics, finance or public policy.

All of these reasons tend to generate an overconfidence which ultimately means people miss out on opportunities to make simple changes which increase the results of their initiatives and actions. This is a shame and a wasted opportunity. Instead of blithely ignoring the possibility that persuasion follows set principles, it makes sense to learn what has been proven to work and what does not. After all, who doesn’t want to enhance the fruits of their efforts just by making a few easy changes in the way things are done?

“Persuasion has often been referred to as an art, but in a sense, this is a misclassification. Although talented artists can certainly be taught skills to harness their natural abilities, the truly remarkable artist seems to possess a certain level of talent and creativity that no instructor is capable of instilling in another person. Fortunately, that isn’t the case with persuasion. Even people who consider themselves persuasion lightweights – people who feel they couldn’t convince a child to play with toys – can learn to become persuasion heavyweights by understanding the psychology of persuasion and by using the specific persuasion strategies that have been scientifically proven to be effective.”

– Noah Goldstein, Steve Martin & Robert Cialdini

About the Author

NOAH GOLDSTEIN is a faculty member at the University of Chicago Graduate School of Business. He has consulted for a number of corporate and government entities including Accenture, the United States Census Bureau and the United States Forest Service. Dr. Goldstein is a graduate of Cornell University and Arizona State University.

STEVE MARTIN is managing director of the United Kingdom office of Influence at Work, a consulting firm founded by Dr. Robert Cialdini. Mr. Martin’s background is in sales and marketing. He is coauthor of Sold! How to Make it Easy For People to Buy From You and has written a number of articles published in the business and national press.

ROBERT CIALDINI is professor of psychology and marketing at Arizona State University. He is considered to be one of the world’s most frequently quoted experts in the fields of influence and persuasion. Dr. Cialdini, a graduate of the University of North Carolina and Columbia University, is the author of Influence: Science and Practice which has sold more than one million copies.

The Web site for this book is at www.scienceofyes.com

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