Posted by Quaver 1969


I’m reading an interesting book I bought last summer in London. I bought it in one of the airports to read it during the flight, but I haven’t read it yet. It’s title is “Yes!”. It was written by three people: Dr Noah J. Goldstein, Steve J. Martin, and Dr Robert B. Cialdini. It is a collection of 50 usefull tips to increase your persuasiveness over others. All of these tips have been scientifically studied by putting them into practice on numerous groups of people. So I think this book is about social Psychology.

The authors of the book are two Psychology doctors and the director of an enterprise called “Influence At Work”, an enterprise which provides training and consultancy services based on the strategies in this book.

I will tell you some of them during this holidays in comments I’ll write related to this post.

Bye, bye.


4 thoughts on ““Yes!”

  1. The common mistake which causes messages to self-destruct.
    There is a principle called social proof appeal. That is to say, the influence that the behaviour of a group of people has upon our own behaviour.
    There are several examples in this book about this.I will tell you one of the experiments that was put to test to prove this principle.
    There is a national park in Arizona, the Petrified Wood National Park. In that park, the researchers placed two different signs and compared the results.
    One sign read:”Many past visitors have removed the petrified wood from the park, changing the natural state of the Petrified Forest”.
    The other read:”Please don’t remove the petrified wood from the park, in order to preserve the natural state of the Petrified Forest”.
    They put each of these signs in two differet paths and placed no sign in a third path which they used as a control.The results were:
    Control scored 2.92% of thefts.
    Sign which informed on others behaviour, the first one, scored 7.92% of thefts. That’s almost the triple of the thefts in the control path.
    Sign which didn’t inform on other’s behaviour, the second one, scored 1.67%. That’s almost a half of the thefts in the control path.
    So if we want a behaviour to be modified we shouldn’t give information on how many people do it the wrong way, because that could result in a negative social proof appeal.

  2. Hello. I’ve just found another interesting tip. It’s about the danger of captainitis, that is to say,…
    When someone is the most competent person, both in authority and an authority on any subject, there is a danger for the comunity involved to consider this person as infallible.
    In the book they give the example of airplane crashes in which the flight recorder registers (in many cases) how someone who is lower in hierarchy than the captain had warned him/her there was some kind of technical problem and after the captain said it was not really important, the airplane crashed.
    The consequence of bearing this in mind is that it would be convenient to invite people in a team to dissent openly from the opinion of the person in charge, the boss. This would stimulate the thinking processes and would make the team’s works more efficient, and in the case of airplanes, safe.
    See you.

  3. Hi.
    I’ve found another important piece of advice. It’s in a chapter whose title tells everything: “How can rhyme make your influence climb?”
    Yes! You got it! It’s about how rhyme can make things easier to remember and thus become more lasting than those which don’t rhyme at all.
    That’s why brands and politicians -for instance- use slogans in their campaigns.
    The book includes various examples of rhymes which became famous. I’ll tell you two:
    “Beanz meanz Heinz”
    That was part of one of the Heinz brand’s advertising campaigns.
    And the second one that I found quite impressive, because it was used by a lawyer in a murder trial whose defendant was O. J. Simpson. He said:
    “If the gloves don’t fit, you must acquit”
    Obviously, it wouldn’t have been the same if the lawyer had claimed:
    If the gloves don’t fit, you must find him not guilty!
    See you.

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