The small BIG
Douban
Small Changes that Spark Big Influence
Steve Martin / Noah Goldstein …
résumé
At some point today you will have to influence or persuade someone - perhaps ask a colleague a favour, negotiate with a contractor or get your spouse to put out the recycling. In The small BIG, three heavyweights from the world of persuasion science and practice - Steve Martin, Noah Goldstein and Robert Cialdini - describe how, in today's information-overloaded world, it is now the smallest changes that lead to the biggest differences in results.
Offering deceptively simple suggestions and explaining the extensive scientific research behind them, the small BIG presents over fifty small changes - from the little adjustments that make meetings more effective to the costless alteration to correspondence that saved a government millions.
the small BIG is full of surprising, powerful - and above all, tiny - changes that could mean the difference between failure and success.
contents
Introduction
Chapter 1: What Small Big can persuade people to pay their taxes on time?
Chapter 2: What Small Big can persuade people to go against the crowd?
Chapter 3: What Small change to the way you frame a message can lead to Big differences in outcome?
Chapter 4: What Small Big can help to right a wrong?
Chapter 5: How could a Small change in name make a Big difference to your game?
Chapter 6: What Small steps can lead to Big leaps when building relationships, partnerships, and teamwork?
Chapter 7: What Small Big can help you to become wiser with experience?
Chapter 8: What Small BIGs can persuade people to keep their appointments with you?
Chapter 9: What Small Big can help your influence attempts to win over and over?
Chapter 10: What Small Big can ensure your influence attempts don’t backfire?
Chapter 11: What Small Big should you add to your recipe for employee productivity?
Chapter 12: What Small BIGs should you look to avoid when it comes to successfully making decisions?
Chapter 13: What Small Big is the key to planning persuasion?
Chapter 14: What Small Big can lock people into your persuasion attempts?
Chapter 15: What Small Big do you owe it to yourself to act on?
Chapter 16: What Small Big can reconnect people to their goals?
Chapter 17: What Small BIGs can be used to make defaults more effective?
Chapter 18: What Small Big can reduce people’s tendency to procrastinate? (And yours too!)
Chapter 19: What Small Big can keep your customers hooked?
Chapter 20: What is the Small Big that could turn your potential into reality?
Chapter 21: What Small BIGs could help you lead more productive meetings?
Chapter 22: What Small Big could ensure you are dressed for success?
Chapter 23: What Small change can have a Big impact when it comes to positioning your team as experts?
Chapter 24: What unexpected Small Big can empower an uncertain expert?
Chapter 25: What Small Big can prevent you from becoming the Weakest Link?
Chapter 26: What Small Big can encourage more creative thinking?
Chapter 27: How can a Small change in venue lead to Big differences in your negotiations?
Chapter 28: What Small Big can improve both your power and your persuasiveness?
Chapter 29: Why might love be the only Small Big you need?
Chapter 30: What Small Big can help you find that perfect gift?
Chapter 31: What Big advantages can you gain when you take the Small step of arranging to exchange?
Chapter 32: How could the Small act of showing your appreciation make a Big difference when influencing others?
Chapter 33: Could unexpectedness be the Small seed that reaps a Big harvest?
Chapter 34: What surprisingly simple Small Big can get you the help you need?
Chapter 35: What Small Big can make the difference when it comes to effective negotiation?
Chapter 36: Could precision be the Small Big when it comes to better bargaining?
Chapter 37: Why might a Small change in number ending make a Big difference to your communications?
Chapter 38: Could a Small change in order be the Big difference that wins you more orders?
Chapter 39: What Small Big could end up getting you a lot more for much less?
Chapter 40: How can the Small act of unit-asking make a Big difference to your appeals?
Chapter 41: Why would highlighting identifiable features be the Small Big that boosts your campaign efforts?
Chapter 42: What Small Big can ensure that your costs are not opportunities lost?
Chapter 43: What Small Big can help to motivate others (and yourself) to complete tasks?
Chapter 44: What Small Big can lead to greater customer loyalty?
Chapter 45: How could a Small Big result in 1 + 1 getting you more than 2?
Chapter 46: How could a Small step back lead to a Big leap forward?
Chapter 47: How can you make Big strides from others’ Small stumbles?
Chapter 48: How could a Small shift from error banishment to error management lead to Big success?
Chapter 49: How could a Small change in timing make a Big difference to your online reviews?
Chapter 50: What Small change can you make to an email that can make a Big difference to how easy your business partners are to negotiate with?
Chapter 51: how might a Small touch lead to a Big increase in value?
Chapter 52: Saving the best ‘til last. What Small Big can make all the difference?
The Small BIG: Bonus
Acknowledgments
Notes
Index
