The Small BIG – Small Changes that Spark Big Influence

Description of The small BIG: small changes that spark big influence

At some point today you will have to influence someone – your boss, client, spouse, or even your friends. What is the smallest change you can make to your request that will lead to the biggest difference in the outcome?

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 and stimulation saturated world, it is increasingly the small changes that you make that lead to the biggest differences.

In the last few years, more and more research – from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics – has helped to uncover an even greater understanding of how influence, persuasion and behavior change happens. We are learning that it is not information per se that leads people to make decisions, but the context in which that information is presented.

Drawing from extensive research in the new science of persuasion, the authors present lots of small changes that can bring about momentous shifts in results. It turns out that anyone can significantly increase his or her ability to influence and persuade others, not by informing or educating people into change but instead by simply making small shifts in approach that link to deeply felt human motivations.

About the Author

Robert B. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and president of Influence at Work.

Noah J. Goldstein is a professor at the UCLA Anderson School of Management, where he has won awards for both teaching and research.

Steve J. Martin is the director of Influence at Work in the United Kingdom, and his work has been featured in the New York Times, Los Angeles Times and Wired.

Mike Chamberlain is an actor and voice-over performer, as well as an AudioFile Earphones Award-winning audiobook narrator. Along with animation and video game characters, Mike performs narration and voices promos for television. He lives with his wife and daughter in Southern California. –This text refers to an out of print or unavailable edition of this title.

More courses from the same author: Steve J. Martin , Noah Goldstein, Robert Cialdini

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