Skip to Main Content
Straight to Yes: Asking with Confidence and Getting What You Want
book

Straight to Yes: Asking with Confidence and Getting What You Want

by Haider Imam
March 2013
Beginner to intermediate content levelBeginner to intermediate
240 pages
4h 23m
English
Capstone
Content preview from Straight to Yes: Asking with Confidence and Getting What You Want

CHAPTER 4

Same and Different

“If it’s familiar, it hasn’t eaten you yet,” is a quote I love from Drake Bennett of Bloomberg Businessweek. While we’re sharing, one of my favourite Hollywood stories is when Dan O’Bannon and Ronald Shusett, writers of the film Alien, pitched it to Hollywood studios simply as “Jaws in Space.”

We’re programmed to like what’s familiar to us purely because it’s not a risk to us. Back in the 1960s, Robert Zajonc’s experiments uncovered what we now call the Mere Exposure Effect – meaning that the number of times we are exposed to certain stimuli positively influences our preferences for those stimuli. Other landmark studies have shown that when people are faced with a choice between two gambles, they will pick the more ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

Irresistible Persuasion: The Secret Way To Get to Yes Every Time

Irresistible Persuasion: The Secret Way To Get to Yes Every Time

Geoff Burch

Publisher Resources

ISBN: 9780857083784Purchase book