Yes!
by Noah J. Goldstein, Steve J. Martin, Robert B. Cialdini · first published 2008
75% recommend25% neutral
Why HN recommends it
Short, engaging summary of 50 research-backed persuasion tactics, rehashing core principles and adding newer studies, scenarios and applications; useful for copywriters, marketers and students of influence.
Summarised by Claude from recommending comments
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 h
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It's mentioned in "Yes! 50 Scientifically Proven Ways to be Persuasive"[1], which despite the title, is a really interesting book. The Freakonomics blog quotes it here: http://freakonomics.com/2009/04/24/yes-part-ii/ referencing…
on “Disproportionately Common Names by Profession” ↗Yes!: 50 Scientifically Proven Ways to Be Persuasive : by Noah Goldstein & Robert Cialdini - Short Read. Your Marketing Sucks - Mark Stevens - Short Read. Persuasion Mastery: 500 Practical Lessons In The…
on “Ask HN: Any great books on Sales and Marketing?” ↗>Is there any evidence to show that signing a petition makes a person more inclined to take additional practical action? Yes, there is some evidence. In Chapter 3 of Influence: Science and Practice, Robert Cialdini discusses this kind of self-image effect, citing several studies including one in particular about petitions[1].…
on “The Obama administration is still voicing support for SOPA.” ↗Yes, it's such a great book that I feel compelled to order the new one, despite the fact that Cialdini appears to have farmed out the writing to others and to have descended into self-parody in the video…
on “How Madoff Made People Look Dumb” ↗…the three books listed below. The professor is really great, and the books are not boring college textbooks - they're really engaging and I'd read them on my own if I wasn't taking the course, too. "Yes!: 50 Scientifically Proven Ways to Be Persuasive" by Goldstein, Margin, & Cialdini is a great book on influence and persuasion. Cialdini is a great resource for influence/negotiation in general, so look…
on “Ask HN: So I quit my job to focus on my startup...” ↗This was one of the first books I read as a copywriter, it's a tremendous reference and because it's based on human nature, it's timeless. Cialdini's more recent collaboration - Yes! - is also interesting, rehashes the basic principals, but then adds in some more current research, scenarios and applications.
on “Best book on persuasion and building community” ↗…sales techniques, but I had this weird feeling while reading it that it could be used as an instruction manual. Haven't read his new one yet, but it looks like an instruction manual. http://www.amazon.com/Yes-Scientifically-Proven-Ways-Persuas...
on “How Madoff Made People Look Dumb” ↗Yep. This is a studied psychological phenomenon. People tend to prefer options they believe other people are choosing. A.k.a social proof. (ref. Goldstein et. all: Yes!: 50 Scientifically Proven Ways to Be Persuasive)
on “Microsoft is killing the Nokia and Windows Phone brands” ↗