The small BIG Small changes that spark BIG influence

Steve J. Martin

Book - 2014

Argues that small changes can have big influential effects and identifies more than fifty of these changes in successful business case studies.

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Subjects
Published
New York : Grand Central Publishing 2014.
Language
English
Main Author
Steve J. Martin (-)
Other Authors
Noah J. Goldstein (-), Robert B. Cialdini
Edition
First edition
Item Description
On jacket, the "i" in "big" is an exclamation point.
Physical Description
xix, 268 pages ; 24 cm
Bibliography
Includes bibliographical references and index.
ISBN
9781455584253
  • Introduction
  • 1. What small BIG can persuade people to pay their taxes on time?
  • 2. What small BIG can persuade people to go against the crowd?
  • 3. What small change to the way you frame a message can lead to BIG differences in outcome?
  • 4. What small BIG can help to right a wrong?
  • 5. How could a small change in name make a BIG difference to your game?
  • 6. What small steps can lead to BIG leaps when building relationships, partnerships, and teamwork?
  • 7. What small BIG can help you to become wiser with experience?
  • 8. What small BIGs can persuade people to keep their appointments with you?
  • 9. What small BIG can help your influence attempts to win over and over?
  • 10. What small BIG can ensure your influence attempts don't backfire?
  • 11. What small BIG should you add to your recipe for employee productivity?
  • 12. What small BIGs should you look to avoid when it comes to successfully making decisions?
  • 13. What small BIG is the key to planning persuasion?
  • 14. What small BIG can lock people into your persuasion attempts?
  • 15. What small BIG do you owe it to yourself to act on?
  • 16. What small BIG can reconnect people to their goals? 7?
  • 17. What small BIGs can be used to make defaults more effective?
  • 18. What small BIG can reduce people's tendency to procrastinate? (And yours too!)
  • 19. What small BIG can keep your customers hooked?
  • 20. What is the small BIG that could turn your potential into reality?
  • 21. What small BIGs could help you lead more productive meetings?
  • 22. What small BIG could ensure you are dressed for success?
  • 23. What small change can have a BIG impact when it comes to positioning your team as experts?
  • 24. What unexpected small BIG can empower an uncertain expert?
  • 25. What small BIG can prevent you from becoming the Weakest Link?
  • 26. What small BIG can encourage more creative thinking?
  • 27. How can a small change in venue lead to BIG differences in your negotiations?
  • 28. What small BIG can improve both your power and your persuasiveness?
  • 29. Why might love be the only small BIG you need?
  • 30. What small BIG can help you find that perfect gift?
  • 31. What BIG advantages can you gain when you take the small step of arranging to exchange?
  • 32. How could the small act of showing your appreciation make a BIG difference when influencing others?
  • 33. Could unexpectedness be the small seed that reaps a BIG harvest?
  • 34. What surprisingly simple small BIG can get you the help you need?
  • 35. What small BIG can make the difference when it comes to effective negotiation?
  • 36. Could precision be the small BIG when it comes to better bargaining?
  • 37. Why might a small change in number ending make a BIG difference to your communications?
  • 38. Could a small change in order be the BIG difference that wins you more orders?
  • 39. What small BIG could end up getting you a lot more for much less?
  • 40. How can the small act of unit-asking make a BIG difference to your appeals?
  • 41. Why would highlighting identifiable features be the small BIG that boosts your campaign efforts?
  • 42. What small BIG can ensure that your costs are not opportunities lost?
  • 43. What small BIG can help to motivate others (and yourself) to complete tasks?
  • 44. What small BIG can lead to greater customer loyalty?
  • 45. How could a small BIG result in 1 + 1 getting you more than 2?
  • 46. How could a small step back lead to a BIG leap forward?
  • 47. How can you make BIG strides from others' small stumbles?
  • 48. How could a small shift from error banishment to error management lead to BIG success?
  • 49. How could a small change in timing make a BIG difference to your online reviews?
  • 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?
  • 51. How might a small touch lead to a BIG increase in:?
  • 52. Saving the best 'til last. What small BIG can make all the difference?
  • The small BIG: Bonus Chapter
  • Acknowledgments
  • Notes
  • Index
Review by Booklist Review

In their previous work, the authors have taken research from the fields of neuroscience, cognitive psychology, social psychology, and behavioral economics to evaluate how influence, persuasion, and behavioral change take place. Here they put into practical use more than 50 new insights drawn from their research that will enable businesses and individuals to bring about more effective and efficient positive behavioral changes in their customers and themselves. These are small, low-cost changes that can have a big effect on the bottom line. Examples include reducing no-shows to appointments by making two small adjustments during scheduling, small alterations to e-mails that get outsized attention, different approaches to meetings to make them more productive, and costless shifts in language that can motivate yourself and others to complete goals. While traditional approaches to influence others are becoming increasingly ineffective, the authors employ scientific methods that focus on only the smallest adjustments that can have the largest impact potential. The book is organized into 52 short chapters that each average no more than 10 minutes to read.--Siegfried, David Copyright 2010 Booklist

From Booklist, Copyright (c) American Library Association. Used with permission.
Review by Publisher's Weekly Review

Martin, Goldstein, and Cialdini, leading thinkers from the field of persuasion science, reveal that when it comes to influencing others to change their behavior, the smallest changes often prompt the biggest differences-what they call a "small big." Seeking to show businesses how to "influence and persuade others in effective and ethical ways," the authors identify more than 50 minor changes (presented as case studies) that can be put into practice immediately. They also discuss findings from the fields of neuroscience, cognitive psychology, social psychology, and behavioral economics, which are highlighted in short chapters that show how to apply these ideas in different contexts. Chapters center on wide-ranging and useful topics such as name-changing, successful decision making, reducing people's tendency to procrastinate, showing appreciation, and negotiating with business partners via email. It will be easy for readers to search through this well-organized book for ideas most relevant to their needs. While it's impossible to know how well these ideas will play out in the real world, they certainly seem innovative on the page. (Sept.) (c) Copyright PWxyz, LLC. All rights reserved.

(c) Copyright PWxyz, LLC. All rights reserved