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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
Small changes can make a big difference in your powers of
persuasion
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 powers.
Dark forces seek to turn society into unthinking automatons by the
use of weapons of mass influence. In this graphic adaptation of his
bestseller, Cialdini becomes society's best hope in combatting
compliance professionals throughout the world.
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