Friday, August 22nd, 2008

The Science of Getting a 'Yes'

Can you spot the persuasive technique used in this slogan? It's called social proof. {christy b}/flickr

Mothers tell children that 'please' is a 'magic word' -- but are there really key words, phrases, or behaviors that make it more likely someone will respond in a positive way to a request? What goes on at a psychological level as a person makes the transition from 'no' to 'maybe' to 'yes?' In this segment, Ira talks with a social psychologist about persuasion, and psychological tricks for helping you get what you want.

Guests

Robert Cialdini
Co-author, "Yes!: 50 Scientifically Proven Ways to Be Persuasive"
President, Influence at Work
Regents' Professor of Psychology and W.P. Carey Distinguished Professor of Marketing
Arizona State University
Tempe, Arizona

Related Books

Yes!: 50 Scientifically Proven Ways to Be Persuasive

Related Links

• Influence at Work
• The persuaders: Robert Cialdini and the Science of Persuasion
• Getting What You Want: A Q&A With the Authors of Yes!

Segment produced by:Flora Lichtman

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