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Yes!
272 pages, 2009
The most effective persuaders are those who understand the psychology of persuasion and how to apply it to their lives. In Yes! , you’ll discover fifty proven strategies for increasing your ability to persuade others in both business and life.
Whether you’re looking for a new job or trying to convince your boss to let you work from home, these scientifically proven methods will help you get what you want.
In 'Yes!', Steve J. Martin explores the science of persuasion. He shows us that understanding and using persuasion effectively can help us get what we want in life. It's not about manipulation, but about understanding human behavior and using it to create win-win situations.
Martin emphasizes that even small changes in the way we communicate can have a big impact. By tweaking our language, tone, or even the sequence of our words, we can significantly increase our chances of getting a 'yes'. So, take a look at your communication style and see where you can make some changes.
One of the key principles Steve J. Martin discusses is reciprocity. He suggests that when we do something for others, they are more likely to want to return the favor. This principle can be applied in both personal and professional relationships. So, next time you need a favor, try doing something nice for that person first.
In his book, Martin digs into the concept of social proof. He explains that people are more likely to say 'yes' to things that they see others doing or approving of. So, if you want to persuade someone, showing them that others agree with you or have done what you're suggesting can be a powerful tool.
Steve J. Martin also explores the role of consistency in persuasion. He finds that people like to be consistent in their actions and decisions. So, if you can get someone to agree to a small request first, they are more likely to agree to a larger request later. This is a great strategy to keep in mind when you're trying to persuade someone.
