Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life.Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too.Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader.Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom.Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.

Over 50,000 copies sold.Using principles from cognitive psychology, Nick Kolenda developed a unique way to subconsciously influence people's thoughts. He developed a "mind reading" stage show depicting that phenomenon, and his demonstrations have been seen by over a million people across the globe.Methods of Persuasion reveals that secret for the first time. You'll learn how to use those principles to influence people's thoughts in your own life.Drawing from academic research in psychology, the entire book culminates a powerful 7-step persuasion process that follows the acronym, METHODS: Step 1: Mold Their Perception Step 2: Elicit Congruent Attitudes Step 3: Trigger Social Pressure Step 4: Habituate Your Message Step 5: Optimize Your Message Step 6: Drive Their Momentum Step 7: Sustain Their ComplianceThis book teaches you the psychology behind each step. You'll learn how to apply METHODS to your own life so that you can influence people's thoughts, emotions, and behavior in nearly any situation.

Practical techniques for applying neuroscience and behavior research to attract new customersBrainfluence explains how to practically apply neuroscience and behavior research to better market to consumers by understanding their decision patterns. This application, called neuromarketing, studies the way the brain responds to various cognitive and sensory marketing stimuli. Analysts use this to measure a consumer's preference, what a customer reacts to, and why consumers make certain decisions. With quick and easy takeaways offered in 60 short chapters, this book contains key strategies for targeting consumers through in-person sales, online and print ads, and other marketing mediums.This scientific approach to marketing has helped many well-known brands and companies determine how to best market their products to different demographics and consumer groups. Brainfluence offers short, easy-to-digest ideas that can be accessed in any order. Discover ways for brands and products to form emotional bonds with customers Includes ideas for small businesses and non-profits Roger Dooley is the creator and publisher of Neuromarketing, the most popular blog on using brain and behavior research in marketing, advertising, and salesBrainfluence delivers the latest insights and research, giving you an edge in your marketing, advertising, and sales efforts.

A new edition of the timeless business classic featured on Mad Men-as fresh and relevant now as the day it was written We admire people who work hard, who are objective and thorough. We detest office politicians, toadies, bullies, and pompous asses. We abhor ruthlessness. The way up our ladder is open to everybody. In promoting people to top jobs, we are influenced as much by their character as anything else.  -David Ogilvy David Ogilvy was considered the father of advertising and a creative genius by many of the biggest global brands. First published in 1963, this seminal book revolutionized the world of advertising and became a bible for the 1960s ad generation. It also became an international bestseller, translated into 14 languages. Fizzing with Ogilvy's pioneering ideas and inspirational philosophy, it covers not only advertising, but also people management, corporate ethics, and office politics, and forms an essential blueprint for good practice in business.

A groundbreaking approach to creating memorable messages that are easy to process, hard to forget, and impossible to ignore―using the latest in brain science\nAudiences forget up to 90% of what you communicate. How can your employees and customers decide to act on your message if they only remember a tenth of it? How do you know which tenth they’ll remember? How will you stay on their minds long enough to spark the action you need? \nMany experts have offered techniques on how to improve your own memory, but not how to influence other people’s memory―and impact their decisions. Drawing on the latest research in neuroscience and cognitive psychology, Carmen Simon, PhD, reveals how to avoid the hazards of random recall and deliver just the right amount of content. No more redundant meetings, rambling e-mails, or anemic presentations. In Impossible to Ignore, she shows you how to execute a proven three-step plan for persuasion:\n1. Create cues that attract attention and connect with your audience’s needs 2. Use memory-influencing variables to control what your audience remembers3. Turn today’s intentions into tomorrow’s actions\nThis practical guide is filled with case studies, examples, and a checklist to help you put the power of cognitive science to work for your business. Whether you’re giving a presentation, conducting a meeting, delivering training, making a sales pitch, or creating a marketing campaign, these field-tested techniques will help you develop content that speaks to people’s hearts, stays in their heads, and influences their decisions. It’s not just memorable―it’s Impossible to Ignore.

Verbal Judo is the martial art of the mind and mouth that can show you how to be better prepared in every verbal encounter. Listen and speak more effectively, engage people through empathy (the most powerful word in the English language), avoid the most common conversational disasters, and use proven strategies that allow you to successfully communicate your point of view and take the upper hand in most disputes.Verbal Judo offers a creative look at conflict that will help you defuse confrontations and generate cooperation from your spouse, your boss, and even your teenager. As the author says, "when you react, the event controls you. When you respond, you’re in control."This new edition features a fresh new cover and a foreword demonstrating the legacy of Verbal Judo founder and author George Thompson, as well as a never-before-published final chapter presenting Thompson’s "Five Universal Truths" of human interaction.

The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.In the new edition of this highly acclaimed bestseller, Robert Cialdini—New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don’t have to be a scientist to learn how to use this science.You’ll learn Cialdini’s Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you’ll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else.Cialdini’s Principles of Persuasion:Reciprocation Commitment and Consistency Social Proof Liking Authority Scarcity Unity, the newest principle for this editionUnderstanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—including a three-year field study on what leads people to change—Influence is a comprehensive guide to using these principles to move others in your direction.

Ideas are the currency of the twenty-first century. In order to succeed, you need to be able to sell your ideas persuasively. This ability is the single greatest skill that will help you accomplish your dreams. Many people have a fear of public speaking or are insecure about their ability to give a successful presentation. Now public speaking coach and bestselling author Carmine Gallo explores what makes a great presentation by examining the widely acclaimed TED Talks, which have redefined the elements of a successful presentation and become the gold standard for public speaking. TED ? which stands for technology, entertainment, and design ? brings together the world's leading thinkers. These are the presentations that set the world on fire, and the techniques that top TED speakers use will make any presentation more dynamic, fire up any team, and give anyone the confidence to overcome their fear of public speaking.In his book, Carmine Gallo has broken down hundreds of TED talks and interviewed the most popular TED presenters, as well as the top researchers in the fields of psychology, communications, and neuroscience to reveal the nine secrets of all successful TED presentations. Gallo's step-by-step method makes it possible for anyone to deliver a presentation that is engaging, persuasive, and memorable.Carmine Gallo's top 10 Wall Street Journal Bestseller Talk Like TED will give anyone who is insecure about their public speaking abilities the tools to communicate the ideas that matter most to them, the skill to win over hearts and minds, and the confidence to deliver the talk of their lives.The opinions expressed by Carmine Gallo in TALK LIKE TED are his own. His book is not endorsed, sponsored or authorized by TED Conferences, LLC or its affiliates.

How does the situation we're in influence the way we behave and think? Professors Ross and Nisbett eloquently argue that the context we find ourselves in substantially affects our behavior in this timely reissue of one of social psychology's classic textbooks. With a new foreword by Malcolm Gladwell, author of The Tipping Point.

the First Steps In Storytelling Are Often Easy, Because We Tell Stories Informally Every Day. Once You Take Storytelling Into The More Formal Contexts Of Performance Or Occupational Uses, However, You May Be Faced With Challenges You Hadn't Anticipated. You Need Information That Goes Beyond The Basics. And You Need It In A Form That Does Not Just Tell You What To Do But Helps You Make Your Own Informed Decisions. publishers Weekly aspiring Storytellers Will Be Pleased To Know That Lipman's Down-to-earth Approach Allows For Flexibility Rather Than An Emphasis On Memorization. A Professional Storyteller Who Has Appeared At Such Prominent Venues As The National Storytelling Festival, He Presents A Thoughtful Framework That Can Apply To Anyone Whose Livelihood Depends On Keeping An Audience Rapt, Including Lawyers, Teachers And Salespeople, Although His Remarks Are More Specifically Tailored To Performing Artists. Advising The Would-be Speaker To Think In The Present When Performing, Lipman Articulates Basic Concepts In The Use Of Oral Language (tone Of Voice Always Prevails Over Meaning, He Says) And Of Imagery And Gestures. He Believes That Retelling A Story Informally Many Times Helps The Speaker Determine What Is Most Meaningful About It--a Connection He Terms The Most Important Thing (mit), Since He Firmly Believes That A Story's Meanings Flow From The Speaker's Mit. In Addition To A Sensitive Discussion Of How To Build A Relationship With An Audience, He Also Focuses On The Importance Of Warm-up Techniques, Including The Use Of A Healing Yawn To Reduce Tension And Get An Oxygen Boost, And Numerous Anti-anxiety Techniques. The Best Result? In Storytelling As In Life, One Must Combine The Knowledge Of How To Work Toward Transformation With The Patience To Let It Happen Out Of Your Control. (june) Copyright 1999 Cahners Business Information.

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another's request).Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

EXPANDED THIRD EDITION includes Charlie's 2007 USC Law School Commencement address. Edited by Peter D. Kaufman. Brand New.

The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message.What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.”Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action.From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).

"More than just a nice-to-look-at, easy-to-flip-through book...Pricken has loftier goals―namely, to transform readers into top creatives by introducing them to a variety of techniques and ideas."―Adweek Unraveling the creative process behind some of the most effective campaigns of recent years, Mario Pricken showcases over two hundred examples of international advertising from a wide range of media, including magazines, billboards, television, movies, and the Internet. Each chapter highlights different practical methods for creating innovative and unforgettable ads, with award-winning work from some of the most influential names in the industry. This second edition includes a completely revised and updated introductory chapter plus dozens of new examples that demonstrate a fascinating range of approaches. 450+ illustrations, 280 in color

The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold!In this highly acclaimed New York Times bestseller, Dr. Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations.You’ll learn the six universal principles of influence and how to use them to become a skilled persuader—and, just as importantly, how to defend yourself against dishonest influence attempts: Reciprocation: The internal pull to repay what another person has provided us. Commitment and Consistency: Once we make a choice or take a stand, we work to behave consistently with that commitment in order to justify our decisions. Social Proof: When we are unsure, we look to similar others to provide us with the correct actions to take. And the more, people undertaking that action, the more we consider that action correct. Liking: The propensity to agree with people we like and, just as important, the propensity for others to agree with us, if we like them. Authority: We are more likely to say “yes” to others who are authorities, who carry greater knowledge, experience or expertise. Scarcity: We want more of what is less available or dwindling in availability.Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini’s 35 years of evidence-based, peer-reviewed scientific research—as well as by a three-year field study on what moves people to change behavior—Influence is a comprehensive guide to using these principles effectively to amplify your ability to change the behavior of others.

The latest groundbreaking tome from Tim Ferriss, the #1 New York Times best-selling author of The 4-Hour Workweek.From the author:“For the last two years, I’ve interviewed more than 200 world-class performers for my podcast, The Tim Ferriss Show. The guests range from super celebs (Jamie Foxx, Arnold Schwarzenegger, etc.) and athletes (icons of powerlifting, gymnastics, surfing, etc.) to legendary Special Operations commanders and black-market biochemists. For most of my guests, it’s the first time they’ve agreed to a two-to-three-hour interview. This unusual depth has helped make The Tim Ferriss Show the first business/interview podcast to pass 100 million downloads.“This book contains the distilled tools, tactics, and ‘inside baseball’ you won’t find anywhere else. It also includes new tips from past guests, and life lessons from new ‘guests’ you haven’t met.“What makes the show different is a relentless focus on actionable details. This is reflected in the questions. For example: What do these people do in the first sixty minutes of each morning? What do their workout routines look like, and why? What books have they gifted most to other people? What are the biggest wastes of time for novices in their field? What supplements do they take on a daily basis?“I don’t view myself as an interviewer. I view myself as an experimenter. If I can’t test something and replicate results in the messy reality of everyday life, I’m not interested.“Everything within these pages has been vetted, explored, and applied to my own life in some fashion. I’ve used dozens of the tactics and philosophies in high-stakes negotiations, high-risk environments, or large business dealings. The lessons have made me millions of dollars and saved me years of wasted effort and frustration.“I created this book, my ultimate notebook of high-leverage tools, for myself. It’s changed my life, and I hope the same for you.”

International bestseller over 30 million copies sold worldwide learn how to break the worry habit now and forever! From the fundamental facts one must know about worry to the techniques in analyzing it, This book introduces ways to prevent apprehension and cultivate a mental attitude that will bring peace and happiness. Dealing with fundamental emotions and life-changing thoughts, how to stop worrying and Start living highlights positive points of life and Discourages stress and anxiety. Dale Carnegie time-tested techniques will help you: eliminate 50 percent of tension immediately avoid fatigue – and keep looking young find yourself and be yourself – remember there is no one else on Earth like you! With timeless practical advice, this classic holds the power to change your future Dale Carnegie was a lecturer of public speaking at ymca new York. He had also served in the US Army during World War 1. He was a sought-after self-help author and speaker. Some of his other works include how to stop worrying and Start living and the art of public speaking.

This Text, Part Of The Mcgraw-hill Series In Social Psychology, Is For The Student With No Prior Background In Social Psychology. Written By Philip Zimbardo And Michael Leippe, Outstanding Researchers In The Field, The Text Covers The Relationships Existing Between Social Influence, Attitude Change And Human Behavior. Through The Use Of Current, Real-life Situations, The Authors Illustrate The Principles Of Behavior And Attitude Change At The Same Time That They Foster Critical Thinking Skills On The Part Of The Reader. A World Of Influence -- Influencing Behavior: Taking Direct Approaches -- Influencing Attitudes Through Behavior: When Doing Can Become Believing -- Changing Attitudes Through Persuasion: Take My Words For It -- Making Persuasion Last: The Persistence And Behavioral Consequences Of Attitude Changes -- Resisting And Embracing Influence: The Yin And Yang Of Persuasions -- Influence, Awareness, And The Unconscious: When What Your Don't Know May Change You -- Influence And The Legal System: Trying Experiences -- Social Influence In The Service Of Health And Happiness -- Appendix A: Research And The Experimental Method -- Appendix B: Measuring Attitudes And Their Components. Philip G. Zimbardo, Michael R. Leippe. Includes Bibliographical References And Indexes.

Let's Face It: The Best People In The World Do Not Get The Best Outcome. Consider That, In The Real World: (1) The Best Candidates Do Not Get Hired; (2) The Best Products Do Not Sell The Most; And (3) The Best Workers Do Not Get Promoted. The Truth Is... Opportunities Are Not Reserved For The Most Capable People. Rather, It Is For Those Who Look The Most Capable. You See, The Key Is Not About How Good You Really Are, But How Good You Appear To Be In The Eyes Of Others! So Grab This Book And Learn To Present The Best Side Of Yourself.

WHAT ARE THE ODDS YOU'LL WIN THE LOTTERY? How long will your kids wait in line at Disney World? Who decides that “standardized tests” are fair? Why do highway engineers build slow-moving ramps? What does it mean, statistically, to be an “Average Joe”? NUMBERS RULE YOUR WORLD In the popular tradition of eye-opening bestsellers like Freakonomics, The Tipping Point, and Super Crunchers, this fascinating book from renowned statistician and blogger Kaiser Fung takes you inside the hidden world of facts and figures that affect you every day, in every way. These are the statistics that rule your life, your job, your commute, your vacation, your food, your health, your money, and your success. This is how engineers calculate your quality of living, how corporations determine your needs, and how politicians estimate your opinions. These are the numbers you never think about-even though they play a crucial role in every single aspect of your life. What you learn may surprise you, amuse you, or even enrage you. But there's one thing you won't be able to deny: Numbers Rule Your World… "An easy read with a big benefit." —Fareed Zakaria, CNN "For those who have anxiety about how organization data-mining is impacting their world, Kaiser Fung pulls back the curtain to reveal the good and the bad of predictive analytics." —Ian Ayres,Yale professor and author of Super Crunchers: Why Thinking By Numbers is the New Way to Be Smart "A book that engages us with stories that a journalist would write, the compelling stories behind the stories as illuminated by the numbers, and the dynamics that the numbers reveal." —John Sall, Executive Vice President, SAS Institute "Little did I suspect, when I picked up Kaiser Fung's book, that I would become so entranced by it - an illuminating and accessible exploration of the power of statistical analysis for those of us who have no prior training in a field that he explores so ably." —Peter Clarke, author of Keynes: The Rise, Fall, and Return of the 20th Century's Most Influential Economist "A tremendous book. . . . If you want to understand how to use statistics, how to think with numbers and yet to do this without getting lost in equations, if you've been looking for the book to unlock the door to logical thinking about problems, well, you will be pleased to know that you are holding that book in your hands." —Daniel Finkelstein, Executive Editor, The Times of London "I thoroughly enjoyed this accessible book and enthusiastically recommend it to anyone looking to understand and appreciate the role of statistics and data analysis in solving problems and in creating a better world." —Michael Sherman, Texas A&M University, American Statistician

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing#1 New York Times Business Bestseller#1 Wall Street Journal Business Bestseller#1 Washington Post bestsellerFrom the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.But dig deeper and a startling truth emerges:Yes, one in nine Americans works in sales. But so do the other eight.Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

What if charisma could be taught?The charisma myth is the idea that charisma is a fundamental, inborn quality—you either have it (Bill Clinton, Steve Jobs, Oprah) or you don’t. But that’s simply not true, as Olivia Fox Cabane reveals. Charismatic behaviors can be learned and perfected by anyone.Drawing on techniques she originally developed for Harvard and MIT, Cabane breaks charisma down into its components. Becoming more charismatic doesn’t mean transforming your fundamental personality. It’s about adopting a series of specific practices that fit in with the personality you already have.The Charisma Myth shows you how to become more influential, more persuasive, and more inspiring.

Everyone Is In Sales. One In Nine Americans Work In Sales According To The U.s. Bureau Of Labor Statistics. And According To Daniel H. Pink, Best-selling Author Of To Sell Is Human, So Do The Other Eight. Become A More Effective Mover, And Comprehend The Key Ideas Behind To Sell Is Human In A Fraction Of The Time: • Discover The Six Successors Of The Elevator Pitch And Understand Why They Are So Effective. • Say Goodbye To The Old Sales Adage, “always Be Closing,” And Learn The New Abc’s Of Selling: Attunement, Buoyancy, And Clarity • Illustrative Case Studies Provide A Practical Framework For All Walks Of Life From Traditional Salespeople To “non-sales Sellers”—teachers, Doctors And Parents. In To Sell Is Human, Pink Draws On Social Science To Redefine The Rules Of Selling, Offering Thought-provoking Insights On How And Why The Art Of The Deal Has Changed. Pink Contends That The Line Between Seller And Customer Has Blurred, And Everyone, No Matter The Occupation, Spends Most Of Their Time Selling Something—an Idea, An Agenda, An Item—to Somebody. A Fresh Perspective On The Art Of Selling, To Sell Is Human Is Essential Reading For Anyone Seeking To Improve Their Ability To Successfully Move Others In Their Professional Or Personal Life. 30 Minute Expert Series To Sell Is Human …in 30 Minutes Is The Essential Guide To Quickly Understanding The Modern Landscape Of Selling As Outlined In Daniel H. Pink’s Best-selling Book, To Sell Is Human: The Surprising Truth About Moving Others. Designed For Those Whose Desire To Learn Exceeds The Time They Have Available, 30 Minute Expert Series Enable Readers To Rapidly Understand The Indispensible Ideas Behind Critically Acclaimed Books.

Unveiling a remarkable combination of the latest brain research and revolutionary marketing practices, authors Patrick Renvoise and Christophe Morin teach highly effective techniques to build and deliver powerful, unique, and memorable messages that will have major, lasting impact on any audience.

A NEW YORK TIMES BESTSELLERA must-read insider’s guide to creating unforgettable speeches and changing people's minds.Done right, a talk can electrify a room and transform an audience’s worldview; it can be more powerful than anything in written form. This “invaluable guide” (Publishers Weekly) explains how the miracle of powerful public speaking is achieved, and equips you to give it your best shot. There is no set formula, but there are tools that can empower any speaker.Since taking over TED in 2001, Chris Anderson has worked with all the TED speakers who have inspired us the most, and here he shares insights from such favorites as Sir Ken Robinson, Salman Khan, Monica Lewinsky, and more— everything from how to craft your talk’s content to how you can be most effective on stage.

What is that makes urban myths so persistent but many everyday truths so eminently forgettable? How do newspapers set about ensuring that their headlines make you want to read on? And why do we remember complicated stories but not complicated facts? In the course of over ten years of study, Chip and Dan Heath have established what it is that determines whether particular ideas or stories stick in our minds or not, and "Made to Stick" is the fascinating outcome of their painstaking research.Packed full of case histories and thought-provoking anecdotes, it shows, among other things, how one Australian scientist convinced the world he'd discovered the cause of stomach ulcers by drinking a glass filled with bacteria, how a gifted sports reporter got people to watch a football match by showing them the outside of the stadium, and how high-concept pitches such as 'Jaws on a spaceship' ("Alien") and 'Die Hard on a bus' ("Speed") convince movie executives to invest vast sums of money in a project on the basis of almost no information. Entertaining and informative by turns, this is a fascinating and multi-faceted account of a key area of human behaviour. At the same time, by showing how we can all use such cleverly devised strategies as the 'Velcro Theory of Memory' and 'curiosity gaps', it offers superbly practical insights, setting out principles we all can adopt to make sure that we get our ideas across effectively.

From the bestselling author of Buyology comes a shocking insider’s look at how today’s global giants conspire to obscure the truth and manipulate our minds, all in service of  persuading us to buy.   Marketing visionary Martin Lindstrom has been on the front lines of the branding wars for over twenty years.  Here, he turns the spotlight on his own industry, drawing on all he has witnessed behind closed doors, exposing for the first time the full extent of the psychological tricks and traps that companies devise to win our hard-earned dollars.   Picking up from where Vance Packard's bestselling classic, The Hidden Persuaders, left off more than half-a-century ago, Lindstrom reveals:      • New findings that reveal how advertisers and marketers intentionally target children at an alarmingly young age – starting when they are still in the womb!    • Shocking results of an fMRI study which uncovered what heterosexual men really think about when they see sexually provocative advertising (hint: it isn’t their girlfriends).    • How marketers and retailers stoke the flames of public panic and capitalize on paranoia over global contagions, extreme weather events, and food contamination scares.    • The first ever neuroscientific evidence proving how addicted we all are to our iPhones and our Blackberry’s (and the shocking reality of cell phone addiction - it can be harder to shake than addictions to drugs and alcohol).    • How companies of all stripes are secretly mining our digital footprints to uncover some of the most intimate details of our private lives, then using that information to target us with ads and offers ‘perfectly tailored’ to our psychological profiles.    • How certain companies, like the maker of one popular lip balm, purposely adjust their formulas in order to make their products chemically addictive.       • What a 3-month long guerilla marketing experiment, conducted specifically for this book, tells us about the most powerful hidden persuader of them all.    • And much, much more.   This searing expose introduces a new class of tricks, techniques, and seductions – the Hidden Persuaders of the 21st century- and shows why they are more insidious and pervasive than ever. 

Why do our headaches persist after we take a one-cent aspirin but disappear when we take a fifty-cent aspirin? Why do we splurge on a lavish meal but cut coupons to save twenty-five cents on a can of soup?When it comes to making decisions in our lives, we think we're making smart, rational choices. But are we?In this newly revised and expanded edition of the groundbreaking New York Times bestseller, Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, we consistently overpay, underestimate, and procrastinate. Yet these misguided behaviors are neither random nor senseless. They're systematic and predictable—making us predictably irrational.

The indispensable classic on marketing by the bestselling author of Tribes and Purple Cow.Legendary business writer Seth Godin has three essential questions for every marketer:“What’s your story?”“Will the people who need to hear this story believe it?”“Is it true?”All marketers tell stories. And if they do it right, we believe them. We believe that wine tastes better in a $20 glass than a $1 glass. We believe that an $80,000 Porsche is vastly superior to a $36,000 Volkswagen that’s virtually the same car. We believe that $225 sneakers make our feet feel better—and look cooler—than a $25 brand. And believing it makes it true.As Seth Godin has taught hundreds of thousands of marketers and students around the world, great marketers don’t talk about features or even benefits. Instead, they tell a story—a story we want to believe, whether it’s factual or not. In a world where most people have an infinite number of choices and no time to make them, every organization is a marketer, and all marketing is about telling stories.Marketers succeed when they tell us a story that fits our worldview, a story that we intuitively embrace and then share with our friends. Think of the Dyson vacuum cleaner, or Fiji water, or the iPod.But beware: If your stories are inauthentic, you cross the line from fib to fraud. Marketers fail when they are selfish and scurrilous, when they abuse the tools of their trade and make the world worse. That’s a lesson learned the hard way by telemarketers, cigarette companies, and sleazy politicians.But for the rest of us, it’s time to embrace the power of the story. As Godin writes, “Stories make it easier to understand the world. Stories are the only way we know to spread an idea. Marketers didn’t invent storytelling. They just perfected it.”

From the New York Times bestselling author comes a "hugely entertaining" (NPR.org) look at vice and virtue through cutting-edge science As he did in his award-winning book The Accidental Mind, David J. Linden—highly regarded neuroscientist, professor, and writer—weaves empirical science with entertaining anecdotes to explain how the gamut of behaviors that give us a buzz actually operates. The Compass of Pleasure makes clear why drugs like nicotine and heroin are addictive while LSD is not, how fast food restaurants ensure that diners will eat more, why some people cannot resist the appeal of a new sexual encounter, and much more. Provocative and illuminating, this is a radically new and thorough look at the desires that define us.

As much as 95% of our decisions are made by the subconscious mind: As a result, the world's largest and most sophisticated companies are applying the latest advances in neuroscience to create brands, products, package designs, marketing campaigns, store environments, and much more, in order to appeal directly and powerfully to our brains. The Buying Brain offers an in-depth exploration of how cutting-edge neuroscience affects how we make, buy, sell, and enjoy everything, as well as how this new knowledge can enhance customers' overall lives. The Buying Brain gives you the key to: Brain-friendly product concepts, design, prototypes, and formulations Highly effective packaging, pricing, advertising, and in-store marketing Building stronger brands that attract deeper consumer loyalty And more A highly readable guide to some of today's most amazing scientific findings, The Buying Brain is your guide to the ultimate business frontier-the human brain.

Enchantment, as defined by bestselling business guru Guy Kawasaki, is not about manipulating people. It transforms situations and relationships. It converts hostility into civility and civility into affinity. It changes skeptics and cynics into believers and the undecided into the loyal.Enchantment can happen during a retail transaction, a high-level corporate negotiation, or a Facebook update. And when done right, it’s more powerful than traditional persuasion, influence, or marketing techniques.Kawasaki argues that in business and personal interactions, your goal is not merely to get what you want but to bring about a voluntary, enduring, and delightful change in other people. By enlisting their own goals and desires, by being likable and trustworthy, and by framing a cause that others can embrace, you can change hearts, minds, and actions.

spence Has Become The Socrates Of Jackson Hole.-larry Mcmurtry, Author Of lonesome Dovespence Is One Of America's Last True Originals-a Man Who Thinks As Brilliantly As He Lives, Who Writes As Compellingly As He Talks, And Who Practices Law As Faithfully As Most People Practice Religion.-dan Ratherhow To Argue And Win Every Time Is More Than Just A Book About Argument; It's The Outline On How To Live.-larry Kingspence's Prose Is Pointedly Sharp In Essence And Displays Unself-consciously His Own Flamboyant Personality. Rises Above The Herd In The Conduct-of-life Genre.-booklist publishers Weekly spence's Cowboy Uncle Slim Once Said, You Can't Get Nowhere With A Thousand-dollar Saddle On A Ten-dollar Horse. Noted Trial Lawyer Spence ( How To Argue And Win Every Time) Applies This Principle To Anyone Making A Case, Whether To A Jury, A Customer Or A Boss. Tricks And Techniques Are The High-priced Saddle, He Says; More Important Is The Person Making The Case. Thus His Method Focuses On The Power Of Being Genuine. Even Fear, He Says, Can Be Used To One's Advantage By Connecting To The Decision Maker's Own Fear. The Book First Focuses On Preparing For The War (as Spence Calls Every Case) By Discovering This Power In Oneself. Then It Deals With Waging The War: Improving One's Storytelling Skills, Conducting Effective Opening And Closing Statements And Using Witnesses. He Makes A Persuasive Case For His Approach, But His Advice Is Often Overwrought And Overwritten (although We Are The Same In Countless Ways, We Are, Nevertheless, As Different From One Another As A Diamond From Rubies, Which Makes Each Stone Unique, Beautiful, And Valuable). Spence's Tenets Also Get Lost In His Tirade About The Injustices Of The Legal System. It's Clear Why Spence Wins His Cases, But He Won't Necessarily Win Readers Over With This Volume. (june 8) Copyright 2005 Reed Business Information.

What makes good people do bad things? How can moral people be seduced to act immorally? Where is the line separating good from evil, and who is in danger of crossing it? Renowned social psychologist Philip Zimbardo has the answers, and in The Lucifer Effect he explains how–and the myriad reasons why–we are all susceptible to the lure of “the dark side.” Drawing on examples from history as well as his own trailblazing research, Zimbardo details how situational forces and group dynamics can work in concert to make monsters out of decent men and women. Zimbardo is perhaps best known as the creator of the Stanford Prison Experiment. Here, for the first time and in detail, he tells the full story of this landmark study, in which a group of college-student volunteers was randomly divided into “guards” and “inmates” and then placed in a mock prison environment. Within a week the study was abandoned, as ordinary college students were transformed into either brutal, sadistic guards or emotionally broken prisoners. By illuminating the psychological causes behind such disturbing metamorphoses, Zimbardo enables us to better understand a variety of harrowing phenomena, from corporate malfeasance to organized genocide to how once upstanding American soldiers came to abuse and torture Iraqi detainees in Abu Ghraib. He replaces the long-held notion of the “bad apple” with that of the “bad barrel”–the idea that the social setting and the system contaminate the individual, rather than the other way around. This is a book that dares to hold a mirror up to mankind, showing us that we might not be who we think we are. While forcing us to reexamine what we are capable of doing when caught up in the crucible of behavioral dynamics, though, Zimbardo also offers hope. We are capable of resisting evil, he argues, and can even teach ourselves to act heroically. Like Hannah Arendt’s Eichmann in Jerusalem and Steven Pinker’s The Blank Slate, The Lucifer Effect is a shocking, engrossing study that will change the way we view human behavior.

*Major New York Times Bestseller*More than 2.6 million copies sold*One of The New York Times Book Review's ten best books of the year*Selected by The Wall Street Journal as one of the best nonfiction books of the year*Presidential Medal of Freedom Recipient*Daniel Kahneman's work with Amos Tversky is the subject of Michael Lewis's best-selling The Undoing Project: A Friendship That Changed Our MindsIn his mega bestseller, Thinking, Fast and Slow, Daniel Kahneman, world-famous psychologist and winner of the Nobel Prize in Economics, takes us on a groundbreaking tour of the mind and explains the two systems that drive the way we think.System 1 is fast, intuitive, and emotional; System 2 is slower, more deliberative, and more logical. The impact of overconfidence on corporate strategies, the difficulties of predicting what will make us happy in the future, the profound effect of cognitive biases on everything from playing the stock market to planning our next vacation―each of these can be understood only by knowing how the two systems shape our judgments and decisions.Engaging the reader in a lively conversation about how we think, Kahneman reveals where we can and cannot trust our intuitions and how we can tap into the benefits of slow thinking. He offers practical and enlightening insights into how choices are made in both our business and our personal lives―and how we can use different techniques to guard against the mental glitches that often get us into trouble. Topping bestseller lists for almost ten years, Thinking, Fast and Slow is a contemporary classic, an essential book that has changed the lives of millions of readers.

In The 1960s Yale University Psychologist Stanley Milgram Famously Carried Out A Series Of Experiments That Forever Changed Our Perceptions Of Morality And Free Will. The Subjects--or Teachers--were Instructed To Administer Electroshocks To A Human Learner With The Shocks Becoming Progressively More Powerful And Painful. Controversial But Now Strongly Vindicated By The Scientific Community, These Experiments Attempted To Determine To What Extent People Will Obey Orders From Authority Figures Regardless Of Consequences. Obedience To Authority Is Milgram's Fascinating And Troubling Chronicle Of His Classic Study And A Vivid And Persuasive Explanation Of His Conclusions.--page 4 Of Cover. The Dilemma Of Obedience -- Method Of Inquiry -- Expected Behavior -- Closeness Of The Victim -- Individuals Confront Authority -- Further Variations And Controls -- Individuals Confront Authority Ii -- Role Permutations -- Group Effects -- Why Obedience? An Analysis -- The Process Of Obedience : Applying The Analysis To The Experiment -- Strain And Disobedience -- An Alternative Theory : Is Aggression The Key? -- Problems Of Method -- Epilogue -- Appendix I. Problems Of Ethics In Research -- Appendix Ii. Patterns Among Individuals. Stanley Milgram. Originally Published: New York: Harper And Row; London: Tavistock, 1974. Includes Bibliographical References And Index.

Whether You're Addressing A Few Colleagues Or A Packed Auditorium, The Practical And Simple Techniques In This Insightful Guide Will Help You Connect With And Inspire Every Listener. Pt. 1. The Six Truths Of Human Interaction -- Truth #1 : It's Alive, It's Alive! -- Truth #2 : If You Try, Sometimes You Get What You Need -- Truth #3 : What's Good For The One Is Good For The Many -- Truth #4 : First Contact -- Truth #5 : To Shake Or Not To Shake -- Truth #6 : You Can Always Get What You Want -- Pt. 2. The Formula For Inspiration -- Arranging Your Content For Maximum Effect -- Step #1 : Identifying With Your Reactor -- Step #2 : Introducing A New Idea -- Step #3 : Proposing An Action -- Pt. 3. The Seven Elements Of How To Say It -- The Language Of Your Body -- Element #1 : Replicating The Full Frontal Stance -- Element #2 : Replicating Eye Contact -- Element #3 : Speaking Of Gestures -- The Living Voice -- Element #4 : Learn To Love The Pause -- Element #5 : The Power Of Pace -- Element #6 : The Versatility Of Volume -- Element #7 : The Paintbrush Of Pitch -- Pt. 4. The Tools Of The Trade -- Seven Essential Tools For Your Presentation Toolbox -- Tool #1 : Your Script -- Tool #2 : Your Mantle Of Authority -- Tool #3 : Your Attire -- Tool #4 : Your Stature -- Tool #5 : The Lectern -- Tool #6 : The Microphone -- Tool #7 : The Teleprompter -- Pt. 5. At The Venue -- The Six Final Insights To Master -- Insight #1 : On Site Before The Event -- Insight #2 : As The Event Begins -- Insight #3 : The Introduction -- Insight #4 : The Adrenaline Factor -- Insight #5 : The Looking/listening Ratio -- Insight #6 : When Murphy's Law Prevails -- A Final Note. Jeanette And Roy Henderson. Includes Index.

Have you ever wondered why a trumpeter of family values would suddenly turn around and cheat on his wife? Why jealousy would send an otherwise level-headed person into a violent rage? What could drive a person to blow a family fortune at the blackjack tables?   Or have you ever pondered what might make Mr. Right leave his beloved at the altar, why hypocrisy seems to be rampant, or even why, every once in awhile, even you are secretly tempted, to lie, cheat, or steal (or, conversely, help someone you never even met)?   This book answers these questions and more, and in doing so, turns the prevailing wisdom about who we are upside down. Our character, argue psychologists DeSteno and Valdesolo, isn’t a stable set of traits, but rather a shifting state that is subject to the constant push and pull of hidden mechanisms in our mind.  And it's the battle between these dueling psychological forces that determine how we act at any given point in time.    Drawing on the surprising results of the clever experiments concocted in their own laboratory, DeSteno and Valdesolo shed new scientific light on so many of the puzzling behaviors that regularly grace the headlines.  For example, you’ll learn:   §         Why Tiger Woods just couldn’t resist the allure of his curvy conquests even though he had a picture-perfect family at home. And why no one, including those who knew him best, ever saw it coming. §         How Tom Cruise suddenly went from being a golden boy and one of the most admired celebrities of his generation to an object of derision. §         Why Eliot Spitzer, who made a career of crusading against prostitution, turned out to be one of the most famous johns of all time. §         Why Mel Gibson, a noted philanthropist and devout Catholic, has been repeatedly caught spewing racist rants, even though close friends say he doesn’t have a racist bone in his body. §         And why any of us is capable of doing the same, whether we believe it or not!   A surprising look at the hidden forces driving the saint and sinner lurking in us all, Out of Character reveals why human behavior is so much more unpredictable than we ever realized.

Read this book and send your nonverbal intelligence soaring. Joe Navarro, a former FBI counterintelligence officer and a recognized expert on nonverbal behavior, explains how to "speed-read" people: decode sentiments and behaviors, avoid hidden pitfalls, and look for deceptive behaviors. You'll also learn how your body language can influence what your boss, family, friends, and strangers think of you. You will discover: The ancient survival instincts that drive body language Why the face is the least likely place to gauge a person's true feelings What thumbs, feet, and eyelids reveal about moods and motives The most powerful behaviors that reveal our confidence and true sentiments Simple nonverbals that instantly establish trust Simple nonverbals that instantly communicate authorityFilled with examples from Navarro's professional experience, this definitive book offers a powerful new way to navigate your world...He says that's his best offer. Is it? She says she agrees. Does she? The interview went great—or did it? He said he'd never do it again. But he did.

The New York Times bestseller that explains one of the most important perceptual shifts in the history of humankindScott Adams was one of the earliest public figures to predict Donald Trump’s election. The mainstream media regarded Trump as a lucky clown, but Adams – best known as “the guy who created Dilbert” -- recognized a level of persuasion you only see once in a generation. We’re hardwired to respond to emotion, not reason, and Trump knew exactly which emotional buttons to push.The point isn’t whether Trump was right or wrong, good or bad. Adams goes beyond politics to look at persuasion tools that can work in any setting—the same ones Adams saw in Steve Jobs when he invested in Apple decades ago. Win Bigly is a field guide for persuading others in any situation—or resisting the tactics of emotional persuasion when they’re used on you.This revised edition features a bonus chapter that assesses just how well Adams foresaw the outcomes of Trump’s tactics with North Korea, the NFL protesters, Congress, and more.

"Know thyself," a precept as old as Socrates, is still good advice. But is introspection the best path to self-knowledge? What are we trying to discover, anyway? In an eye-opening tour of the unconscious, as contemporary psychological science has redefined it, Timothy D. Wilson introduces us to a hidden mental world of judgments, feelings, and motives that introspection may never show us.This is not your psychoanalyst's unconscious. The adaptive unconscious that empirical psychology has revealed, and that Wilson describes, is much more than a repository of primitive drives and conflict-ridden memories. It is a set of pervasive, sophisticated mental processes that size up our worlds, set goals, and initiate action, all while we are consciously thinking about something else.If we don't know ourselves―our potentials, feelings, or motives―it is most often, Wilson tells us, because we have developed a plausible story about ourselves that is out of touch with our adaptive unconscious. Citing evidence that too much introspection can actually do damage, Wilson makes the case for better ways of discovering our unconscious selves. If you want to know who you are or what you feel or what you're like, Wilson advises, pay attention to what you actually do and what other people think about you. Showing us an unconscious more powerful than Freud's, and even more pervasive in our daily life, Strangers to Ourselves marks a revolution in how we know ourselves.

Stephen Macknik And Susana Martinez-conde, The Founders Of The New Discipline Of Neuromagic, Have Convinced Some Of The World's Greatest Magicians To Allow Scientists To Study Their Techniques For Tricking The Brain. This Book Is The Result Of The Authors' Yearlong, World-wide Exploration Of Magic And How Its Principles Apply To Our Behavior. Magic Tricks Fool Us Because Humans Have Hardwired Processes Of Attention And Awareness That Are Hackable--a Good Magician Uses Your Mind's Own Intrinsic Properties Against You. Now Magic Can Reveal How Our Brains Work In Everyday Situations. For Instance, If You've Ever Bought An Expensive Item You'd Sworn You'd Never Buy, The Salesperson Was Probably A Master At Creating The Illusion Of Choice, A Core Technique Of Magic. The Implications Of Neuromagic Go Beyond Illuminating Our Behavior; Early Research Points To New Approaches For Everything From The Diagnosis Of Autism To Marketing Techniques And Education.--from Publisher Description. The Woman In The Chameleon Dress: Visual Illusions And Magic -- The Secret Of The Bending Spoon: Why Magicians Watch Their Angles -- The Brother Who Faked A Dome: Visual Illusions In Art And Science -- Welcom To The Show But Please Leave On Your Blinders: Cognitive Illusions -- The Gorilla In Your Midst: More Cognitive Illusions -- The Ventriloquist's Secret: Multisensory Illusions -- The Indian Rope Trick: Memory Illusions -- Expectations And Assumptions: How Magicians Make Asses Of U And Me -- May The Force Be With You: The Illusion Of Choice -- Why Magic Wands Work: Illusory Correlations, Superstition, Hypnosis, And Flimflam -- The Magic Castle -- Will The Magic Go Away? Stephen L. Macknik And Susana Martinez-conde ; With Sandra Blakeslee. Includes Bibliographical References (p. [263]-274) And Index.

About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one of a kind method to raise more than $400 million and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.According to Klaff, creating and presenting a great pitch isn't an art it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:Setting the FrameTelling the StoryRevealing the IntrigueOffering the PrizeNailing the HookpointGetting a DecisionOne truly great pitch can improve your career, make you a lot of money and even change your life. Success is dependent on the method you use, not how hard you try. "Better method, more money," Klaff says. "Much better method, much more money." Klaff is the best in the business because his method is much better than anyone else's. And now it's yours.Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience and you'll have more funding and support than you ever thought possible.

The Science, Mechanics, Demographics, And Dynamics Of Shopping. I. Instead Of Samoa, Stores: The Science Of Shopping : A Science Is Born ; What Retailers Don't Know -- Ii. Walk Like An Egyptian: The Mechanics Of Shopping : The Twilight Zone ; You Need Hands ; How To Read A Sign ; Shoppers Move Like People ; Dynamic -- Iii. Men Are From Sears Hardware, Women Are From Bloomingdale's: The Demographics Of Shopping : Shop Like A Man ; What Women Want ; If You Can Read This You're Too Young ; Kids -- Iv. See Me, Feel Me, Touch Me, Buy Me: The Dynamics Of Shopping : The Sensual Shopper ; The Big Three ; Time, Real And Perceived ; Cash/wrap Blues ; Magic Acts ; In Cyberspace, No One Can Hear You Shop ; The Self-exam -- Final Thoughts. Paco Underhill. Includes Index.

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

The New York Times bestseller that explains why certain products and ideas become popular.“Jonah Berger knows more about what makes information ‘go viral’ than anyone in the world.” —Daniel Gilbert, author of the bestseller Stumbling on HappinessWhat makes things popular? If you said advertising, think again. People don’t listen to advertisements, they listen to their peers. But why do people talk about certain products and ideas more than others? Why are some stories and rumors more infectious? And what makes online content go viral?Wharton marketing professor Jonah Berger has spent the last decade answering these questions. He’s studied why New York Times articles make the paper’s own Most E-mailed list, why products get word of mouth, and how social influence shapes everything from the cars we buy to the clothes we wear to the names we give our children.In Contagious, Berger reveals the secret science behind word-of-mouth and social transmission. Discover how six basic principles drive all sorts of things to become contagious, from consumer products and policy initiatives to workplace rumors and YouTube videos. Learn how a luxury steakhouse found popularity through the lowly cheesesteak, why anti-drug commercials might have actually increased drug use, and why more than 200 million consumers shared a video about one of the most boring products there is: a blender.Contagious provides specific, actionable techniques for helping information spread—for designing messages, advertisements, and content that people will share. Whether you’re a manager at a big company, a small business owner trying to boost awareness, a politician running for office, or a health official trying to get the word out, Contagious will show you how to make your product or idea catch on.

Reading this book will make you less sure of yourself—and that’s a good thing. In The Invisible Gorilla, Christopher Chabris and Daniel Simons, creators of one of psychology’s most famous experiments, use remarkable stories and counterintuitive scientific findings to demonstrate an important truth: Our minds don’t work the way we think they do. We think we see ourselves and the world as they really are, but we’re actually missing a whole lot.Chabris and Simons combine the work of other researchers with their own findings on attention, perception, memory, and reasoning to reveal how faulty intuitions often get us into trouble. In the process, they explain:• Why a company would spend billions to launch a product that its own analysts know will fail• How a police officer could run right past a brutal assault without seeing it• Why award-winning movies are full of editing mistakes• What criminals have in common with chess masters• Why measles and other childhood diseases are making a comeback• Why money managers could learn a lot from weather forecastersAgain and again, we think we experience and understand the world as it is, but our thoughts are beset by everyday illusions. We write traffic laws and build criminal cases on the assumption that people will notice when something unusual happens right in front of them. We’re sure we know where we were on 9/11, falsely believing that vivid memories are seared into our minds with perfect fidelity. And as a society, we spend billions on devices to train our brains because we’re continually tempted by the lure of quick fixes and effortless self-improvement.The Invisible Gorilla reveals the myriad ways that our intuitions can deceive us, but it’s much more than a catalog of human failings. Chabris and Simons explain why we succumb to these everyday illusions and what we can do to inoculate ourselves against their effects. Ultimately, the book provides a kind of x-ray vision into our own minds, making it possible to pierce the veil of illusions that clouds our thoughts and to think clearly for perhaps the first time.

This is not a book just for copywriters and other advertising experts but a book for every business owner, marketing expert or anyone who needs to increase sales.The reason why is because it deals with how to channel the forces in the marketplace which control sales.Put simply, Gene's book addresses the universal problem of all copywriting: How to write a headline — and an ad that follows it — that will open up a whole new market.

A new edition of the timeless business classic featured on Mad Men—as fresh and relevant now as the day it was written"We admire people who work hard, who are objective and thorough. We detest office politicians, toadies, bullies, and pompous asses. We abhor ruthlessness. The way up our ladder is open to everybody. In promoting people to top jobs, we are influenced as much by their character as anything else." —David OgilvyDavid Ogilvy was considered the "father of advertising" and a creative genius by many of the biggest global brands. First published in 1963, this seminal book revolutionized the world of advertising and became a bible for the 1960s ad generation. It also became an international bestseller, translated into 14 languages. Fizzing with Ogilvy's pioneering ideas and inspirational philosophy, it covers not only advertising, but also people management, corporate ethics, and office politics, and forms an essential blueprint for good practice in business.

Praise for The Silent Language of Leaders "Great coaching for global leaders of the future!" —Marshall Goldsmith, New York Times best-selling author, MOJO and What Got You Here Won't Get You There "Leadership is much more biological than we have realized. Carol Kinsey Goman has done a great job of outlining the biological impact that leaders have through their body language." —David Rock, author, Your Brain at Work "Goman offers invaluable insights and tips that espouse the true value of listening, not just with our ears, but with our eyes, helping us navigate and interpret the subtle body and facial cues that can mark the difference between success and failure. Don't talk, just click or walk into your nearest bookstore, and buy it now." —Linda Kaplan, CEO, and Robin Koval, president, Kaplan Thaler Group, and authors of New York Times and Wall Street Journal bestseller, The Power of Nice "The Silent Language of Leaders is destined to become a classic in the field of nonverbal communication and business." —David Givens, Ph.D., director, Center for Nonverbal Studies, anthropologist, and author, Your Body at Work, Crime Signals, Love Signals, and The Nonverbal Dictionary "Carol Kinsey Goman has written an important book based on real life experience—not just theory. This is a book that must be read by leaders and those who aspire to lead." —Robert Dilenschneider, founder, The Dilenschneider Group and author, Power and Influence

Occasionally, a great idea will sell itself. The other 99% of the time, you have to find a way to persuade others that it is, in fact, a great idea. Most executives spend the vast majority of their time creating their work, and almost no time on the presentation. Through an engaging and humorous narrative, Peter Coughter presents the tools he designed to help advertising and marketing professionals develop persuasive presentations that deliver business. Readers will learn how to hone their individual natural presentation style, how to organize a powerful presentation, how to harness the elegant power of simplicity, how to truly connect with an audience, how to rehearse effectively, and most importantly, how to win.

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high value product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

The Book That Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate and helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list in the industry. The New Strategic Selling This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect TimingMost people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world.Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live.

The persuasion classic—with powerful new insights from behavioral science.

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as:Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.

Do you know how to use communication to get what you want from life?More than 90% of people say things that act against them, instead of helping them, because they don’t realize it’s not only what you say, it’s also when, why, and how you say it.Put yourself in a situation where you said something and immediately understood that it was a bad move.You don’t even know why you said it, but you know it’ll haunt you for the next few days or weeks.You also know that because of what you said, you lost an opportunity.Maybe the chance for a second date. Maybe a shot at a promotion or a raise. Or maybe you were trying to end an argument but you just made it worse. Yikes. Was it something I said?Was it what you said? Was that the problem?Or is it because your tone of voice was off? Maybe it just wasn’t the right place, nor the right time?Do you even know what went wrong? It’s Time to Say Goodbye to MiscommunicationCommunication Skills Training is your key to improving your personal and professional life.Effective communication is like the engine oil that makes your life run smoothly, getting you to wherever you want to be.And this book will make you the master of communication.Not only will you learn how to communicate effectively, you’ll also become more aware of your shortcomings, as well as those of others. A peek inside…Here’s some of what’s inside Communication Skills Training✅ Communication obstacles and how to avoid them✅ Expressing anger and managing conflicts✅ Reading faces and predicting behavior✅ Giving and receiving feedback✅ Building rapport, networking, and creating a unique personality …and much, much more!✔️ MY GIFT TO YOU INSIDE: Link to download my 120-page e-book “Mindfulness Based Stress and Anxiety Management Tools” for free!More than just another communication book, this is the complete training program for anyone who wants to harness the power of communication.Get the book now by clicking the orange "Buy Now with 1 Click" button above and start improving your life today.

this Mesmerizing Exploration Of The Most Subtle, Elusive, And Effective Form Of Power Is A Masterful Analysis Of Civilization's Greatest Seducers, From Cleopatra To Jfk, As Well As The Classic Literature Of Seduction From Freud To Kierkegaard And Ovid To Casanova. Robert Greene Once Again Identifies The Rules Of A Timeless, Amoral Game And Explores How To Cast A Spell, Break Down Resistance, And, Ultimately, Compel A Target To Surrender. Presenting The Timeless Profiles Of Each Type Of Seducer And The Twenty-four Maneuvers That Will Guide You Step By Step In The Game Of Seduction, the Art Of Seduction Is An Indispensable Primer Of Persuasion That Reveals The Timeless Power Of This Age-old Art. library Journal touted As A Handbook On The Most Subtle And Effective Form Of Power And An Indispensable Primer On How To Take What You Want From Whomever You Want, This Book Is More Than A Little Creepy. Following On The Heels Of His 48 Laws Of Power, This Book Continues Greene's Gross Exploration Of Social Power, This Time In The Realm Of Sexual Politics. In Part 1, Greene, Again Paired With Packager Joost Elffers (play With Your Food), Offers A Straight-faced Description Of The Nine Types Of Seductive Character, From The Ideal Lover To The Rake. Elffers's Contribution Comes In The Form Of Numerous Quotes By Famous Contemporary And Historical Figures Tucked Into The Side Margins. Part 2 Examines The Process Of Seduction, Subdivided Into Four Phases, With Chapter Headings Such As Master The Art Of Insinuation And Isolate The Victim. This Book Will Have Real Appeal For Power Mongers, Gold Diggers, And Heartless Manipulators Everywhere. Books Such As Beverley East's Finding Mr. Write (lj 5/1/00) And Jama Clark's What The Hell Do Women Really Want? (island Flower, 1997) Offer Advice On The Same Subject Without The Distasteful Exploitative Emphasis. David Valencia, King Cty. Lib. Syst., Wa Copyright 2001 Cahners Business Information.