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Produktinformation

  • Audio CD
  • Verlag: Simon & Schuster Audio; Auflage: Unabridged (17. Februar 2009)
  • Sprache: Englisch
  • ISBN-10: 0743583264
  • ISBN-13: 978-0743583268
  • Größe und/oder Gewicht: 13 x 2,5 x 14,6 cm
  • Durchschnittliche Kundenbewertung: 4.5 von 5 Sternen  Alle Rezensionen anzeigen (4 Kundenrezensionen)
  • Amazon Bestseller-Rang: Nr. 349.994 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)

Mehr über die Autoren

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Produktbeschreibungen

Pressestimmen

"This easy-to-read summary of the social-psychological research on persuasion really does tell people how to get to 'yes.' Since we are all selling something, including ourselves, all the time, everyone can, and will be, reading this amazing book." -- Jeffrey Pfeffer, professor, Stanford Graduate School of Business, and author of What Were They Thinking? Unconventional Wisdom About Management

"Yes! is the single best introduction to and distillation of research and wisdom on how to change people's minds, including your own." -- Warren Bennis, Distinguished Professor of Business, University of Southern California, author of On Becoming a Leader and coauthor of Judgment: How Winning Leaders Make Great Calls

"Yes! is the Freakonomics of social psychology. This book changed my way of looking at the world. This thinking is the real deal. Don't miss out!" -- Daniel Finkelstein, Comment Editor, The Times (London)

"If you had a team of bright guys looking for research that you can actually use to improve your effectiveness, and they wrote it up for you with wit and style, putting it in nifty little reports of three to five pages, would that be useful? YES! This book is the trifecta: first-rate research, lively writing, and practical advice. Read it, enjoy it, use it." -- Dale Dauten, nationally syndicated King Features columnist and author of The Gifted Boss

"Meld[s] social psychology, pop culture and field research to demonstrate how the subtle addition, subtraction or substitution of a word, phrase, symbol or gesture can significantly influence consumer behavior....illustrate[s] the simple and surprising approaches that can hone a company's marketing strategies." -- Publishers Weekly

Über den Autor und weitere Mitwirkende

Noah Goldstein is a protege of Cialdini's.  He is an assistant professor at the University of Chicago Graduate School of Business.  He earned a Ph.D. in psychology under Robert Cialdini at Arizona State University in 2007, and he has published research with Cialdini in the Journal of Personality and Social Psychology.

Steve Martin is the UK-based co-director of Influence at Work.  Prior to joining with Robert Cialdini's consulting group, he held a number of positions in sales, marketing, and management at several blue-chip companies.

Robert Cialdini is the leading pioneer in the field of social influence.  His research has been foundational in the whole enterprise of applying reserach into what sales and marketing techniques are more and less persuasive to actual business. His million copy plus best-selling Influence is the textbook that put the on the map as a vital, emerging new interdisciplinary field of study.  He conducted the seminal research experiments in the field, and continues to lead one of the most respected research teams.  He is Regent's Professor of psychology at Arizona State University and the president of Influence at Work, a consulting company that trains business people to incorporate the lessons of his research into their work.  He gives approximately 60 lectures a year to premier business associations and leading corporations.

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5 von 5 Kunden fanden die folgende Rezension hilfreich Von Donald Mitchell TOP 500 REZENSENT am 2. Oktober 2008
Format: Gebundene Ausgabe
Yes! could have been more appropriately titled as Influence 2 because the book is simply a series of brief examples that illustrate Professor Robert Cialdini's key principles described in his book, Influence (social proof, authority, commitment/consistency, scarcity, reciprocity, and personal liking). If you loved that book and want to dive deeper into its lessons, Yes! is a perfect choice.

If you haven't yet read Influence, I recommend that you read that book before this one. Without Professor's explanations of why these principles work, the case histories in Yes! don't seem so special and interesting. Otherwise, you will probably just see Yes! as a bunch of unrelated stories, many of which don't apply to your marketing challenges. I would expect most people who read Yes! who haven't read Influence to rate Yes! with three stars.

When you do read Influence, be sure to get the latest edition (the fifth edition came out in August 2008). Otherwise, you'll miss out on insights.

I hired Professor Cialdini to speak to one of my research organizations, Share Price Growth 100, a number of years ago and the members rated him very highly for being able to apply the lessons of his research to the financial markets. I was intrigued to see some financial market examples in Yes!

Be more persuasive in getting an ethical point across!
Kommentar War diese Rezension für Sie hilfreich? Ja Nein Feedback senden...
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2 von 2 Kunden fanden die folgende Rezension hilfreich Von W. Manfred am 24. Oktober 2009
Format: Gebundene Ausgabe Verifizierter Kauf
Ich finde, der Inhalt dieses Buches sollte zum Allgemeinwissen gehören.

Gute, leichtverständliche und interessante Kapitel in leichtem Englisch deren Wissen die Sicht auf die Umwelt (vor allem in der Werbung) verändert.

Kann ich jedem ohne Vorbehalt weiterempfehlen
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1 von 1 Kunden fanden die folgende Rezension hilfreich Von Franz Klobber am 3. Januar 2011
Format: Taschenbuch
Ein wirklich gutes Buch zum Thema Überzeugen. Viele Beispiele und Erklärungen über Studienaufbau und -fragestellungen führen den Leser in die wissenschaftliche Welt des Überzeugens ein. Die Texte sind gut lesbar auch für mäßig gut englisch sprechende Menschen.

Einziges, aber echtes, Manko: das Buch bringt kein ganzheitliches Konzept sondern reiht Phänomen an Phänomen und Studie an Studie. Manchmal scheint mir die Reihenfolge der Kapitel fast schon willkürlich gewählt. Daher 2 Punkte Abzug.

Als Ergänzung zu z.B. Cialdini aber sehr empfehlenswert.
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Von Zufrieden am 26. Juni 2013
Format: Taschenbuch Verifizierter Kauf
Mir hat das Buch sehr viel Spaß gemacht. Es stellt Erkenntnisse des Sozialpsychologie auf eine sehr unterhaltsame Weise da indem es die Ergebnisse der betreffenden Forschung wiedergibt. Hierbei handelt es sich zumeist um Experimente, die in Alltagssituationen durchgeführt wurden und dem Leser vor Augen führen wie verwundbar er selbst vielleicht für solche Phänomene ist.

Dieses populärwissenschaftliche Buch ist in 50 Kapitel aufgeteilt, von denen manche aufeinander aufbauen aber jederzeit die Möglichkeit bieten es zur Seite zulegen und bei anderer Gelegenheit wieder aufzunehmen.
Die Situationen und Erkenntnisse, die im Buch beschrieben werden, lassen einen anschließend einige Dinge mit anderen Augen sehen und das ein oder andere kann man sogar im Alltag anwenden.

Fazit: Zwei Daumen hoch, ich kann jedem der Interesse an der Frage hat warum wir so handeln wie wir es tun dieses Buch empfehlen.
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Die hilfreichsten Kundenrezensionen auf Amazon.com (beta)

Amazon.com: 189 Rezensionen
150 von 158 Kunden fanden die folgende Rezension hilfreich
Pretty good but why not read the masterpiece prequel first? 24. August 2008
Von Houman Tamaddon - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
If you haven't read "Influence" by Robert Cialdini then I would strongly recommend skipping this one for now and starting with that one. Cialdini's original book was one of the best psychology books I have ever read. This one is more like a sequel and like most sequels, it is not as good. In Cialdini's "Influence", he talks about 6 weapons of influence:

1) Reciprocity
2) Liking
3) Social Proof
4) Authority
5) Scarcity
6) Commitment and Consistency

This book consists of 50 short chapters where these weapons are at work. Very entertaining and insightful, but I felt that the authors violated some of their own advice by having so many chapters and not organizing them in any particular way. For example, the chapters each demonstrated one of the weapons of influence at work and perhaps the book should have been organized more formally into 6 parts with each part representing one of the weapons. I was very entertained but I am not sure if the book will have any long lasting educational value unlike "Influence".

This is a quick read and I highly recommend it AFTER you have read Cialdini's "Influence".
256 von 277 Kunden fanden die folgende Rezension hilfreich
Dale Carnegie's Classic How to Win Friends - Turns Scientific 6. Juni 2008
Von James East - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
Much like the Dale Carnegie classic, one could consider this the scientific version with current and updated studies and field tested facts. Though many will probably purchase this book primarily due to Robert Cialdini's authorship based on his polymath classic "Influence: The Psychology of Persuasion", I had to rate this book (in my view a sequel) at only 3 stars. This somewhat lower grade is mainly due to the fact that it is very hard to surpass oneself after one has published a masterpiece (no disrespect to the other co-authors). Regardless, this book still holds its own and the stories are fast moving with heavy doses (50 to be exact) of social influences, such as:

1) Social Proof Studies
2) Reciprocation Tendency
3) Authority Respecting
4) Commitment & Consistency Response
5) Scarcity Reaction, and
6) The Liking & Loving Response

If you have previously read Influence, you will like this book. If you have not, this book is a good introductory start on the subject matter of social influences. If one really likes this subject and wants to pursue it in more depth, please also refer to other fine books on the subject such as,

How We Know What Isn't So: The Fallibility of Human Reason in Everyday Life by Thomas Gilovich (very good),
Mean Markets and Lizard Brains How to Profit from the New Science of Irrationality by Terry Burnham (Hidden Gem),
The Psychology of Judgment and Decision Making by Scott Plous (Classic), or
Poor Charlie's Almanack The Wit and Wisdom of Charles T. Munger by Charles T. Munger (Charlie's Insights).

Good reading and enjoy :)
63 von 68 Kunden fanden die folgende Rezension hilfreich
Like Chocolate Cake 27. Juni 2008
Von Michael P. Maslanka - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
That's this book. Just like chocolate cake. Rich with loads of wisdom. Each chapter is only a few pages long but you get told what you need to know, clearly and without a lot of pointless throat clearing. Get the goods on social proof(people do what the majority do even if it is bad; the Petrified Forest in Arizona plastered the park with signs saying that many people removed wood pieces and that was bad only to find theft bumping upwards;change the signs to show those who take the pieces are isolated individuals and theft spirals downward); understand that you must value your contribution or its value will be lost(do a favor for a colleague and she says thanks and you say your welcome and there is zip value; tell her you are glad to do it because it helps with her business development efforts and thus she remembers, don't and its useless history to her; you value it, she won't); understand that people act consistently with their affirmative commitments, not their silent agreement( restaurants that ask people to call if they need to cxl a reserfvation don't get co-operation but those who ask a question, "Will you agree to call if you must cxl?"get loads of it); learn to take a negative and make it a positive(yes our products cost more than xyz firm, but they last longer; couple the negative with a positive that relates to or negates the negative). There is lots more. All of it good stuff. I don't care for the title but this is the way business books should be---short, to the point and useful. Sweet.
12 von 12 Kunden fanden die folgende Rezension hilfreich
Say "yes" to yes! 21. September 2008
Kinder-Rezension - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe
In 1984, social psychologist Robert Cialdini published Influence: The Psychology of Persuasion. He did his research by studying car salesmen, Hari Krishnas, telemarketers, and other master persuaders, cataloguing the tricks of their trade and distilling the underlying psychological principles. The result was a field guide on how to apply -- or resist -- the bait-and-switch, the lowball, the reciprocity effect, and the other tools of the persuasive class. An instant classic, the book is still taught in Psych 101 courses everywhere. Now, in Yes!: 50 Scientifically Proven Ways to Be Persuasive, Cialdini -- along with his research collaborators Noah J. Goldstein and Steve J. Martin -- revisits the same terrain, bringing to bear the latest advances in the science of mind. As it turns out, the laws of influence don't work the way we think. Take social proof -- the fact that when we see other people doing something, we want to do it, too. It's why product testimonials work so well. But it also explains why some marketing campaigns backfire: One anti-littering campaign bears the slogan, "This year Americans will produce more litter and pollution than ever before." By communicating that littering is common, these ads actually make the problem worse. For the same reason, a sign warning that a national park was threatened because so many people were removing pieces of petrified wood resulted in a tripling of the rate at which people stole. Presented in short, engaging chapters, each illustrating one principle of persuasion, the book is filled with similarly jaw-dropping insights. It also provides concrete suggestions on how to harness this wisdom in real-life situations. Like Influence before it, Yes! will no doubt prove indispensable for anyone curious about the art of persuasion.

Another great book on the subject is The Emotional Intelligence Quick Book
33 von 39 Kunden fanden die folgende Rezension hilfreich
50 SCIENTIFIC APPETIZERS 9. August 2009
Von Gian Fiero - Veröffentlicht auf Amazon.com
Format: Gebundene Ausgabe Verifizierter Kauf
I'm not quite sure what the premise of this book was, but its primary content is derived from Robert Cialdini's groundbreaking book, "Influence." It is essentially comprised of short 2-4 page "chapters" which condense many of the principles in "Influence" and serve them to the reader in small samplings that merely scratch the surface of the various topics - unlike "Influence" which goes into much greater depth; complete with anecdotes, statistics, analysis, and field research. Overall, I'd have to say no, to Yes!
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