Yes!: 50 Scientifically Proven Ways to Be Persuasive

7Summits 1 COVER 2 CONTENTS 8 Intro 14 01: How can inconveniencing your audience increase your persuasiveness? 21 02: What shifts the bandwagon effect into another gear? 27 03: What common mistake causes messages to self-destruct? 31 04: When persuasion might backfire, how do you avoid the magnetic middle? 38 05: When does offering people more make them want less? 42 06: When does a bonus become an onus? 47 07: How can a new superior product mean more sales of an inferior one? 50 08: Does fear persuade or does it paralyze? 54 09: What can chess teach us about making persuasive moves? 57 10: Which office item can make your influence stick? 62 11: Why should restaurants ditch their baskets of mints? 65 12: What's the pull of having no strings attached? 68 13: Do favors behave like bread or like wine? 72 14: How can one small step help your influence take a giant leap? 76 15: How can you become a Jedi master of persuasion? 81 16: How can a simple question drastically increase support for you and your ideas? 84 17: What is the active ingredient in lasting commitments? 88 18: How can you fight consistency with consistency? 92 19: What persuasion tip can you borrow from Benjamin Franklin? 95 20: Whne can asking for a little go a long way? 98 21: Start low or start high? 101 22: How can we show off what we know without being labeled a show-off? 105 23: What's the hidden danger of being the brightest person in the room? 110 24: Who is the better persuader? Devil's advocate or true dissenter? 114 25: When can the right way be the wrong way? 119 26: What's the best way to turn a weakness into a strength? 122 27: Which faluts unlock people's vaults? 127 28: When is it right to admit that you were wrong? 131 29: How can similarities make a difference? 136 30: When is your name your game? 139 31: What tips should we take from those who get them? 145 32: What kind of smile can make the world smile back? 149 33 When is a loser a winner? 153 34: What can you gain from loss? 156 35: Whick single word will strenghten your persuasion attempts? 162 36: When might asking for all the reasons be a mistake? 167 37: How can the simplicity of a name make it appear more valuable? 171 38: How can rhyme make your influence climb? 176 39: What can batting practice tell us about persuasion? 179 40: How can you get a head start in the quest for loyalty? 182 41: What can a box of crayons teach us about persuasion? 186 42: How can you package your message to ensure it keeps going, going & going? 189 43: What object can persuade people to reflect on their values? 195 44: Does being sad make your negotiations bad? 199 45: What can make people believe everything they read? 205 46: Are trimeth labs boosting your influence? 209 47: How can technology impede persuasive progress? 212 48: How do you get to yes in any language? 217 49: How can you avoid driving your cross-cultural influence into the rough? 221 50: When does letting the call go to voicemail cause a hang-up in your influence? 225 Epilogue 229 Appendix: Feedback 233 Notes 245 Acknowledgments 259 INDEX 261 About the Authors 271