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. Why did a sign pointing out the problem of vandalism in the Petrified Forest National Park actually increase the theft of pieces of petrified wood? Why did sales of jam multiply tenfold when consumers were offered many fewer flavors? Why did people prefer a Mercedes immediately after giving reasons why they prefer a BMW? What simple message on cards left in hotel rooms greatly increased the number of people who behaved in environmentally friendly ways?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, or 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.

    A translator must take into account rules that are not strictly linguistic but, broadly speaking, cultural.' Umberto Eco is of the world's most brilliant and entertaining writers on literature and language. In this accessible and dazzling study, he turns his eye on the subject of translations and the problems the differences between cultures can cause. The book is full of little gems about mistranslations and misunderstandings.For example when you put 'Studies in the logic of Charles Sanders Peirce' through an internet translation machine, it becomes 'Studies in the logic of the Charles of sandpaper grinding machines Peirce'. In Italian 'ratto' has no connotation of 'contemptible person' but denotes speed ('you dirty rat' could take on a whole new meaning!) What could be a weighty subject is never dull, fired by Eco's immense wit and erudition, providing an entertaining read that illuminates the process of negotation that all translators must make

    Addressed to copyeditors in book publishing and corporate communications, this thoughtful handbook explains what copyeditors do, what they look for when they edit a manuscript, and how they develop the editorial judgment needed to make sound decisions.This revised edition reflects the most recent editions of The Chicago Manual of Style (15th ed.), the Publication Manual of the American Psychological Association (5th ed.), and Merriam-Webster's Collegiate Dictionary (11th ed.).

    His translations of Gabriel García Márquez’s One Hundred Years of Solitude and Julio Cortázar’s Hopscotch have helped make these some of the the most widely read and respected works in world literature. (García Márquez was known to say that the English translation of One Hundred Years was better than the Spanish original.) In If This Be Treason: Translation and Its Dyscontents, Rabassa offers a coolheaded and humorous defense of translation, laying out his views on the translator’s art. Anecdotal and always illuminating, Rabassa traces his career from a boyhood on a New Hampshire farm, his school days “collecting” languages, the two and a half years he spent overseas during WWII, and his South American travels, until one day “I signed a contract to do my first translation of a long work [Cortázar’s Hopscotch] for a commercial publisher.” Additionally, Rabassa offers us his “rap sheet,” a consideration of the various authors and the over 40 works he has translated. This longawaited memoir is a joy to read, an instrumental guide to translating, and a look at the life of one of its great practitioners.

    The sixth edition preserves the hallmark features that instructors have come to trust, and through its use of current, authentic cultural materials, Deutsch: Na klar! teaches students how to use German in real-life situations effectively and how to communicate successfully in the German-speaking world.

    This book makes grammar practice interesting by presenting rules that are easy to understand and remember, with exercises that entertain as they teach.

    He reveals the hidden power of identity in fueling conflict, and presents a practical framework to reconcile even the most contentious situations. Field-tested around the world, the results are empowering.

    Giving examples of real usage, this book provides the basic information about grammar and punctuation that people need on a day-to-day basis. Arranged A-Z, it contains entries for standard grammatical terms as well as dealing with related questions of usage. In addition to explaining basic terms such as 'split infinitive', 'participle', and 'adverb', entries also discuss whether to use 'may' or 'might', 'that' or 'which', and 'it's' or 'its'. The Oxford A-Z of Grammar and Punctuation gives the reader quick and easy access to the answers to these, and many other, questions of grammar. It offers clear and coherent explanations, and illustrations across a broad range of topics, and is the first port of call for any reader seeking clear, authoritative help with grammar and punctuation. Both easy to use and comprehensive, the Oxford A-Z of Grammar and Punctuation is an essential tool for writing at home, in the office, at school, and at college.

    

    The focus of this text is to solve real-world problems using the latest AI techniques. Intelligent systems like expert systems, fuzzy systems, artificial neural networks, genetic algorithms and ant colony systems are discussed in detail with case studies to facilitate in- depth understanding. Since the ultimate goal of AI is the construction of programs to solve problems, an entire chapter has been devoted to the programming languages used in AI problem solving. The theory is well supported by a large number of illustrations and end-chapter exercises. With its comprehensive coverage of the subject in a clear and concise manner this text would be extremely useful not only for undergraduate students, but also to postgraduate students.

    This fully revised textbook is a new edition of Ronald Wardhaugh's popular and accessible An Introduction to Sociolinguistics.Provides an accessible, comprehensive introduction to sociolinguistics that reflects new developments in the field.Fully revised, with 130 new and updated references to bring the book completely up-to-date.Includes suggested readings, discussion sections, and exercises.Features increased emphasis on issues of identity, solidarity, and powerDiscusses topics such as language dialects, pidgins and creoles, codes, bilingualism, speech communities, variation, words and culture, ethnographies, solidarity and politeness, talk and action, gender, disadvantage, and planning.Designed for introductory and post-introductory students, and ideal for courses including introduction to sociolinguistics, aspects of sociolinguistics, and language and society.

    Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer.What sets negotiation geniuses apart? They are the men and women who know how to:•Identify negotiation opportunities where others see no room for discussion•Discover the truth even when the other side wants to conceal it•Negotiate successfully from a position of weakness•Defuse threats, ultimatums, lies, and other hardball tactics•Overcome resistance and “sell” proposals using proven influence tactics•Negotiate ethically and create trusting relationships—along with great deals•Recognize when the best move is to walk away•And much, much moreThis book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.

    Not since School House Rock have adjectives, adverbs, articles, conjunctions, interjections, nouns, prepositions, pronouns, and verbs been explored with such infectious exuberance. Read If You Catch an Adjective, Kill It and: Learn how to write better with classic advice from writers such as Mark Twain (“If you catch an adjective, kill it”), Stephen King (“I believe the road to hell is paved with adverbs”), and Gertrude Stein (“Nouns . . . are completely not interesting”). Marvel at how a single word can shift from adverb (“I did okay”), to adjective (“It was an okay movie”), to interjection (“Okay!”), to noun (“I gave my okay”), to verb (“Who okayed this?”), depending on its use. Avoid the pretentious preposition at, a favorite of real estate developers (e.g., “The Shoppes at White Plains”). Laugh when Yagoda says he “shall call anyone a dork to the end of his days” who insists on maintaining the distinction between shall and will. Read, and discover a book whose pop culture references, humorous asides, and bracing doses of discernment and common sense convey Yagoda’s unique sense of the “beauty, the joy, the artistry, and the fun of language.”

    Each entry deals with one fallacy, explaining what the fallacy is, giving and analysing an example, outlining when/where/why the particular fallacy tends to occur and finally showing how you can perpetrate the fallacy on other people in order to win an argument. Originally published to great acclaim in 1985 as "The Book of Fallacy", this is a classic brought up-to-date for a whole new generation.

    This text explores the relationship between second language teaching practice and what is known about the process of second language acquisition and summarizes the current state of second language acquisition theory.-- Draws general conclusions about the application of theory to methods and materials and describes the characteristics that effective materials should include.-- Concludes that language acquisition occurs best when language is used for the purpose for which it was designed: communication.