The Little Book of Yes: How to Win Friends, Boost Your Confidence and Persuade Others

ON ENDING
Try to save the best news until last. It will have a much bigger
impact on people.
When presenting, ask yourself ‘what do I want people to
remember most?’ and offer that at the end.
Make a point of reminding yourself and your team members of
the good times. It is easy to forget great times that have been
shared – especially if some of them didn’t end so well.

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THE SCIENCE OF PERSUASION
As a team of persuasion scientists it is important to us that we only present
ideas, offer insights and make recommendations that have been informed by
scientific evidence. No guesses, hunches or intuitions. Only ideas and
principles that have been proven to increase the chances of someone’s
persuasive success.
The Little Book of Yes refers to a number of such studies. Some were
conducted by one or more of us, while many more were conducted by other
social and behavioural scientists. It is standard practice to cite all the
references in full-size books. As The Little Book of Yes has purposefully
been designed to be, well, little, instead of including multiple extra pages of
scientific references we have made them available online. Readers
interested in a more detailed understanding of the studies we cite should
visit 
www.littlebookofyes.com
 where they will find a full list of references
along with links to the original scientific papers.
ADDITIONAL READING AND RESOURCES
Readers interested in learning more about influence and persuasion might
like to explore this short list of recommended books – they are all excellent
points of entry to the wider world of persuasion, and also offer useful
insights into how to influence and persuade others (and yourself, too). (And
yes, some of them are written by us.)
Dan Ariely, Predictably Irrational (Harper Collins, 2009)
Dale Carnegie, How to Win Friends and Influence People (Vermilion, 2006)
Robert B. Cialdini, Influence: Science and Practice, Fifth Edition (Pearson,
2008)

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Robert B. Cialdini, Pre-Suasion: A Revolutionary Way to Influence and
Persuade (Random House Business, 2017)
Adam Galinsky and Maurice Schweitzer, Friend or Foe (Random House
Business, 2016)
Noah Goldstein, Steve Martin and Robert Cialdini, Yes! 60 Secrets from the
Science of Persuasion (Profile Books, 2017)
Chip Heath and Dan Heath, Made to Stick (Arrow Books, 2008)
In addition, readers of The Little Book of Yes might like to view our popular
ten-minute YouTube video which explains the key principles of influence
and persuasion. Simply search #scienceofpersuasion
You may also like to visit our website: 
www.influenceatwork.co.uk

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