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The Little Book of Yes - How To Win Friends, Boost Your Confidence and Persuade Others (Paperback, Main): Noah Goldstein, Steve... The Little Book of Yes - How To Win Friends, Boost Your Confidence and Persuade Others (Paperback, Main)
Noah Goldstein, Steve Martin, Robert B. Cialdini 1
R205 R123 Discovery Miles 1 230 Save R82 (40%) Shipped within 7 - 12 working days

From the authors of the international bestseller Yes!

This travel-sized handbook will become your go-to key for ensuring that the world says 'yes' to you, your ideas and your requests.

We all want to hear 'yes'. 'Yes' connects us to the world, and carries us into the future. So why do we find it so hard to get others to agree? And how can we improve our chances?

The Little Book of Yes contains 21 short essays that outline a range of effective persuasion strategies, each proven to increase the chances that someone will agree to your request. That someone could be a friend, a colleague, a partner, a lover, a manager, a sibling, a parent, even a stranger. The timeless principles and practical lessons in this collection can be used to tackle a variety of everyday challenges, from repairing a soured relationship to negotiating a higher fee for your work, from convincing a dithering friend to take action, to building your social network and personal brand.

Full of wisdom from the leaders in influence, with carefully curated advice, this little book is essential reading for any freelancer, manager, entrepreneur, parent or person who wants more from their world.

Yes! - 50 Secrets From the Science of Persuasion (Paperback): Noah Goldstein, Robert B. Cialdini, Steve Martin Yes! - 50 Secrets From the Science of Persuasion (Paperback)
Noah Goldstein, Robert B. Cialdini, Steve Martin
R185 R138 Discovery Miles 1 380 Save R47 (25%) Shipped within 7 - 12 working days

Most of us are only too aware that, whatever roles we have in today's fast-moving world, much of our success lies in getting others to say 'Yes' to our requests. What many people might not be aware of, though, is the vast amount of research that has been conducted on the influence process. What factors cause one person to say 'Yes' to the request of another? Yes! is full of practical tips based on recent academic research that shows how the psychology of persuasion can provide valuable insights for anyone interested in improving their ability to persuade others - whether in the workplace, at home or even on the internet. It combines the counter-intuition of Freakonomics with the popularising of Does Anything Eats Wasps? For each mini-chapter contains a mystery which is solved in a way that provides food for thought for anyone looking to be more persuasive, and for anyone interested in how the world works.

Pre-Suasion - A Revolutionary Way to Influence and Persuade (Paperback): Robert B. Cialdini Pre-Suasion - A Revolutionary Way to Influence and Persuade (Paperback)
Robert B. Cialdini 1
R320 R252 Discovery Miles 2 520 Save R68 (21%) Shipped within 4 - 8 working days

Influence established Cialdini as the world's foremost authority on the science of persuasion, winning plaudits from such figures as Dan Pink, Chip Heath and Tom Peters. In Pre-suasion, Cialdini builds on his investigations into the subtle world of influence to reveal that the best persuaders succeed not only because of what they say or how they say it, but because of what they do in the moment before they deliver their message. In the process he draws on a series of compelling case studies and a profound understanding of human psychology to offer a ground-breaking work that is both fascinating and brilliantly practical.

Influence and Persuasion (HBR Emotional Intelligence Series) (Paperback): Nick Morgan, Robert B. Cialdini, Linda A. Hill, Nancy... Influence and Persuasion (HBR Emotional Intelligence Series) (Paperback)
Nick Morgan, Robert B. Cialdini, Linda A. Hill, Nancy Duarte
R229 R215 Discovery Miles 2 150 Save R14 (6%) Shipped within 7 - 12 working days

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

Pre-Suasion - A Revolutionary Way to Influence and Persuade (Paperback): Robert B. Cialdini Pre-Suasion - A Revolutionary Way to Influence and Persuade (Paperback)
Robert B. Cialdini 1
R263 R185 Discovery Miles 1 850 Save R78 (30%) Shipped within 7 - 12 working days

When it comes to persuasion, success can begin before you say a word. `An instant classic.' Forbes `Utterly fascinating.' Adam Grant, author of Originals and Give and Take `Shockingly insightful.' Chip Heath, co-author of Switch and Made to Stick NEW YORK TIMES BESTSELLER In his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn't just what we say or how we say it that counts, but also what goes on in the moments before we speak. This is the world of `pre-suasion', where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say `yes' even before they are asked. And as Cialdini reveals, it's a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign - even persuade yourself to do something you find difficult. Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence. `Mind-blowing.' Management Today `Accessible and intellectually rigorous.' Books of the Year, The Times `Fascinating, fluent and original.' Tim Harford, author of The Undercover Economist Strikes Back

Influence - Science and Practice (Paperback, 5th edition): Robert B. Cialdini Influence - Science and Practice (Paperback, 5th edition)
Robert B. Cialdini 1
R703 R501 Discovery Miles 5 010 Save R202 (29%) Shipped within 7 - 11 working days

Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

HBR's 10 Must Reads for New Managers (with bonus article "How Managers Become Leaders" by Michael D. Watkins) (HBR's... HBR's 10 Must Reads for New Managers (with bonus article "How Managers Become Leaders" by Michael D. Watkins) (HBR's 10 Must Reads) (Paperback)
Linda A. Hill, Herminia Ibarra, Robert B. Cialdini, Daniel Goleman
R438 R322 Discovery Miles 3 220 Save R116 (26%) Shipped within 8 - 13 working days

Develop the mindset and presence to successfully manage others for the first time. If you read nothing else on becoming a new manager, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you transition from being an outstanding individual contributor to a great manager of others. This book will inspire you to: * develop your emotional intelligence * influence your colleagues with the science of persuasion * assess your team and enhance its performance * network effectively to achieve business goals and for personal advancement * navigate relationships with employees, bosses, and peers * get support from above * view the big picture in your decision-making * balance your team's work and personal life in a high-intensity workplace

The small BIG - Small Changes that Spark Big Influence (Paperback, Main): Steve Martin, Noah Goldstein, Robert B. Cialdini The small BIG - Small Changes that Spark Big Influence (Paperback, Main)
Steve Martin, Noah Goldstein, Robert B. Cialdini 1
R275 R181 Discovery Miles 1 810 Save R94 (34%) Shipped within 7 - 12 working days

At some point today you will have to influence or persuade someone - perhaps ask a colleague a favour, negotiate with a contractor or get your spouse to put out the recycling. In The small BIG, three heavyweights from the world of persuasion science and practice - Steve Martin, Noah Goldstein and Robert Cialdini - describe how, in today's information-overloaded world, it is now the smallest changes that lead to the biggest differences in results. Offering deceptively simple suggestions and explaining the extensive scientific research behind them, the small BIG presents over fifty small changes - from the little adjustments that make meetings more effective to the costless alteration to correspondence that saved a government millions. the small BIG is full of surprising, powerful - and above all, tiny - changes that could mean the difference between failure and success.

HBR's 10 Must Reads on Communication (with featured article "The Necessary Art of Persuasion," by Jay A. Conger)... HBR's 10 Must Reads on Communication (with featured article "The Necessary Art of Persuasion," by Jay A. Conger) (Paperback, New)
Harvard Business Review, Robert B. Cialdini, Nick Morgan, Deborah Tannen 1
R439 R346 Discovery Miles 3 460 Save R93 (21%) Shipped within 7 - 11 working days

NEW from the bestselling HBR's 10 Must Reads series. The best leaders know how to communicate clearly and persuasively. How do you stack up? If you read nothing else on communicating effectively, read these 10 articles. We've combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you express your ideas with clarity and impact--no matter what the situation. Leading experts such as Deborah Tannen, Jay Conger, and Nick Morgan provide the insights and advice you need to: * Pitch your brilliant idea--successfully * Connect with your audience * Establish credibility * Inspire others to carry out your vision * Adapt to stakeholders' decision-making styles * Frame goals around common interests * Build consensus and win support Looking for more Must Read articles from Harvard Business Review? Check out these titles in the popular series: HBR's 10 Must Reads: The Essentials HBR's 10 Must Reads on Collaboration HBR's 10 Must Reads on Innovation HBR's 10 Must Reads on Leadership HBR's 10 Must Reads on Making Smart Decisions HBR's 10 Must Reads on Managing Yourself HBR's 10 Must Reads on Strategic Marketing HBR's 10 Must Reads on Teams

HBR's 10 Must Reads on Communication (with featured article "The Necessary Art of Persuasion," by Jay A. Conger)... HBR's 10 Must Reads on Communication (with featured article "The Necessary Art of Persuasion," by Jay A. Conger) (Hardcover)
Harvard Business Review, Robert B. Cialdini, Nick Morgan, Deborah Tannen
R862 R650 Discovery Miles 6 500 Save R212 (25%) Shipped within 7 - 11 working days

The best leaders know how to communicate clearly and persuasively. How do you stack up?If you read nothing else on communicating effectively, read these 10 articles. We've combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you express your ideas with clarity and impact--no matter what the situation. Leading experts such as Deborah Tannen, Jay Conger, and Nick Morgan provide the insights and advice you need to: Pitch your brilliant idea--successfully Connect with your audience Establish credibility Inspire others to carry out your vision Adapt to stakeholders' decision-making style Frame goals around common interests Build consensus and win support

HBR's 10 Must Reads on Communication (MP3 format, CD): Deborah Tannen, Harvard Business Review, Nick Morgan, Robert B.... HBR's 10 Must Reads on Communication (MP3 format, CD)
Deborah Tannen, Harvard Business Review, Nick Morgan, Robert B. Cialdini; Read by Gregory Nassif St John, …
R261 R193 Discovery Miles 1 930 Save R68 (26%) Shipped within 7 - 11 working days
HBR's 10 Must Reads for New Managers (with bonus article "How Managers Become Leaders" by Michael D. Watkins) (HBR's... HBR's 10 Must Reads for New Managers (with bonus article "How Managers Become Leaders" by Michael D. Watkins) (HBR's 10 Must Reads) (Hardcover)
Linda A. Hill, Herminia Ibarra, Robert B. Cialdini, Daniel Goleman
R873 R662 Discovery Miles 6 620 Save R211 (24%) Shipped within 7 - 11 working days

Develop the mindset and presence to successfully manage others for the first time. If you read nothing else on becoming a new manager, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you transition from being an outstanding individual contributor to becoming a great manager of others. This book will inspire you to: Develop your emotional intelligence Influence your colleagues through the science of persuasion Assess your team and enhance its performance Network effectively to achieve business goals and for personal advancement Navigate relationships with employees, bosses, and peers Get support from above View the big picture in your decision making Balance your team's work and personal life in a high-intensity workplace This collection of articles includes "Becoming the Boss," by Linda A. Hill; "Leading the Team You Inherit," by Michael D. Watkins; "Saving Your Rookie Managers from Themselves," by Carol A. Walker; "Managing the High-Intensity Workplace," by Erin Reid and Lakshmi Ramarajan; "Harnessing the Science of Persuasion," Robert B. Cialdini; "What Makes a Leader?" by Daniel Goleman; "The Authenticity Paradox," by Herminia Ibarra; "Managing Your Boss," by John J. Gabarro and John P. Kotter; "How Leaders Create and Use Networks," by Herminia Ibarra and Mark Lee Hunter; "Management Time: Who's Got the Monkey?" by William Oncken, Jr., and Donald L. Wass; and BONUS ARTICLE: "How Managers Become Leaders," by Michael D. Watkins.

The Practice of Social influence in Multiple Cultures (Paperback): Wilhelmina Wosinska, Robert B. Cialdini, Daniel W. Barrett,... The Practice of Social influence in Multiple Cultures (Paperback)
Wilhelmina Wosinska, Robert B. Cialdini, Daniel W. Barrett, Janusz Reykowski
R1,287 Discovery Miles 12 870 Shipped within 7 - 11 working days

This book provides a diverse collection of studies reporting the effects of social influence processes in multiple cultures at both the universal and culture-specific levels. The book is characterized by three distinct features. First, the social influence process is considered as a ubiquitous and pervasive feature of human interaction. Second, the book represents a multicultural approach which includes both cross-cultural and culture-focused examinations. Third, the book emphasizes practical implications of the research presented. This volume incorporates theory and research stemming from three different approaches to social influence: social influence principles across cultures, social influence and social change across cultures, and culture and moral perspective in the social influence process. Because each of these three parts encompasses a considerable variety of research methodologies, social contexts, and cultures, each is proceeded by an integrative commentary authored by one of the book editors. These essays provide syntheses of the topics and themes within the corresponding sections and within the book as a whole. They also offer critical commentaries on both theoretical and methodological issues, raise suggestions for future research, and focus on practical applications. This book is intended for both scholars interested in cross- and multicultural research into the mechanisms of the social influence process and for the professional whose mission is to make planned changes in a society. Knowledge about the influence process, especially regarding how it works in different cultures and within several cultural groups, facilitates this goal. The practical implications ending each chapter serve as encouraging instructions for such applications.

HBR's 10 Must Reads on Communication (Standard format, CD): Deborah Tannen, Harvard Business Review, Nick Morgan, Robert... HBR's 10 Must Reads on Communication (Standard format, CD)
Deborah Tannen, Harvard Business Review, Nick Morgan, Robert B. Cialdini; Read by Gregory Nassif St John, …
R436 R393 Discovery Miles 3 930 Save R43 (10%) Special order
The Small Big - Small Changes That Spark Big Influence (Standard format, CD, Unabridged edition): Robert B. Cialdini, Noah... The Small Big - Small Changes That Spark Big Influence (Standard format, CD, Unabridged edition)
Robert B. Cialdini, Noah Goldstein, Steve Martin; Narrated by Mike Chamberlain
R694 R529 Discovery Miles 5 290 Save R165 (24%) Special order

At some point today you will have to influence or persuade someone--your boss, a co-worker, a customer, spouse, your kids, or even your friends. What is the smallest change you can make to your request or situation that will lead to the biggest difference in the outcome? In "The Small Big," three heavyweights from the world of persuasion science and practice describe how, in today's information overloaded and stimulation saturated world, increasingly it is the small changes that you make that lead to the biggest differences.
In the last few years more research--from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics--has helped to uncover an even greater understanding of how influence, persuasion and behavior change happens. The authors present lots of small changes that can bring about momentous shifts in results. Anyone can significantly increase his or her ability to influence and persuade others, not by informing or educating people into change but instead by simply making small shifts in approach that link to deeply felt human motivations.

HBR's 10 Must Reads for New Managers (MP3 format, CD): Harvard Business Review, Linda A. Hill, Herminia Ibarra, Robert B.... HBR's 10 Must Reads for New Managers (MP3 format, CD)
Harvard Business Review, Linda A. Hill, Herminia Ibarra, Robert B. Cialdini, Daniel Goleman; Read by …
R178 R166 Discovery Miles 1 660 Save R12 (7%) Special order
Revel for Social Psychology - Goals in Interaction -- Access Card (Hardcover, 7th ed.): Douglas Kenrick, Steven L. Neuberg,... Revel for Social Psychology - Goals in Interaction -- Access Card (Hardcover, 7th ed.)
Douglas Kenrick, Steven L. Neuberg, Robert B. Cialdini
R1,831 Discovery Miles 18 310 Special order
Influence Lib/E - The Psychology of Persuasion (Standard format, CD): Robert B Cialdini Phd Influence Lib/E - The Psychology of Persuasion (Standard format, CD)
Robert B Cialdini Phd; Read by George Newbern
R1,049 R729 Discovery Miles 7 290 Save R320 (31%) Special order
Influence and Persuasion (HBR Emotional Intelligence Series) (Hardcover): Nick Morgan, Robert B. Cialdini, Linda A. Hill, Nancy... Influence and Persuasion (HBR Emotional Intelligence Series) (Hardcover)
Nick Morgan, Robert B. Cialdini, Linda A. Hill, Nancy Duarte
R691 R526 Discovery Miles 5 260 Save R165 (24%) Special order

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan Robert Cialdini Linda A. Hill Nancy Duarte This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris. How to be human at work. The HBR Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

The Practice of Social influence in Multiple Cultures (Hardcover): Wilhelmina Wosinska, Robert B. Cialdini, Daniel W. Barrett,... The Practice of Social influence in Multiple Cultures (Hardcover)
Wilhelmina Wosinska, Robert B. Cialdini, Daniel W. Barrett, Janusz Reykowski
R2,169 Discovery Miles 21 690 Special order

This book provides a diverse collection of studies reporting the effects of social influence processes in multiple cultures at both the universal and culture-specific levels. The book is characterized by three distinct features. First, the social influence process is considered as a ubiquitous and pervasive feature of human interaction. Second, the book represents a multicultural approach which includes both cross-cultural and culture-focused examinations. Third, the book emphasizes practical implications of the research presented.
This volume incorporates theory and research stemming from three different approaches to social influence: social influence "principles" across cultures, social influence and social change across cultures, and culture and moral perspective in the social influence process. Because each of these three parts encompasses a considerable variety of research methodologies, social contexts, and cultures, each is proceeded by an integrative commentary authored by one of the book editors. These essays provide syntheses of the topics and themes within the corresponding sections and within the book as a whole. They also offer critical commentaries on both theoretical and methodological issues, raise suggestions for future research, and focus on practical applications.
This book is intended for both scholars interested in cross- and multicultural research into the mechanisms of the social influence process and for the professional whose mission is to make planned changes in a society. Knowledge about the influence process, especially regarding how it works in different cultures and within several cultural groups, facilitates this goal. The practical implications ending each chapter serve as encouraging instructions for such applications.

Influence Lib/E - The Psychology of Persuasion (MP3 format, CD): Robert B Cialdini Phd Influence Lib/E - The Psychology of Persuasion (MP3 format, CD)
Robert B Cialdini Phd; Read by George Newbern
R688 R483 Discovery Miles 4 830 Save R205 (30%) Special order
Influence - The Psychology of Persuasion (Standard format, CD): Robert B Cialdini Phd Influence - The Psychology of Persuasion (Standard format, CD)
Robert B Cialdini Phd; Read by George Newbern
R691 R608 Discovery Miles 6 080 Save R83 (12%) Special order
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