6A READING & SPEAKING

a What do you understand by the term “self-help book”? Can you think of any which
have been best sellers in your country?

I understand by self-help book that it is a book that can help you better express what
you want to say or do

b Look at the front cover of a recent self-help book, and read the description from the
back cover below. Answer the questions with a partner.
1 Who is this book written for and how would it help the reader?

This book is written for people who work in advertising, marketing,

management. sales, and anyone else who is interested in becoming
more influential in everyday life.

2 Can you guess the answers to the two questions at the beginning?

Suggested answers: Yes, and people are more likely to agree to small
requests than to larger ones.

3 Does this description make you want to read the book? Why or why
not?

Indeed the description makes me want to read the book because it

explains many things with precision

c Work in pairs A and B. Each read a different extract from the book to find the
following information.
What is the technique suggested?

Is it possible that just a single word from a requester could drastically' increase the
likelihood that you’d say, “Yes, go ahead?” Yes, and the word is because.

What experiment(s) were done to prove that it worked?

In one study, she arranged for a stranger to approach someone waiting to use a
photocopier and ask, “Excuse me I just have five pages. May I use the machine?”

d Tell your partner in your own word about the technique and the research.
The technique is to always express yourself correctly by making known the reasons why you ask
him favor. Research showed that when words are used properly the chances of success are high
e Discuss with a partner:
• What did you think of the two strategies? Do you think they would work on you?
The first strategy seemed interesting to me and I think that if it could work with me
• Do you think they would help you in situations where you need to persuade
someone to do something?
I really think that if it could help me in many situations so from now on I plan to use
the strategy