In the new book, “Yes! 50 Scientifically Proven Ways to Be Persuasive,” Cialdini and his co-authors describe a research experiment in which participants were asked to imagine themselves as senior editors for a book publisher. They were told they were to review excerpts from a negotiation for a sizable book advance for a successful author. One group of people read excerpts written by the author’s agent. The other group read identical comments made by the author himself.
To the Point: Because I Said So
In the new book, “Yes! 50 Scientifically Proven Ways to Be Persuasive,” Cialdini and his co-authors describe a research experiment in which participants were asked to imagine themselves as senior editors for a book publisher. They were told they were to review excerpts from a negotiation for a sizable book advance for a successful author. One group of people read excerpts written by the author’s agent. The other group read identical comments made by the author himself.