Free PDF The small BIG: small changes that spark big influence, by Steve J. Martin
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The small BIG: small changes that spark big influence, by Steve J. Martin
Free PDF The small BIG: small changes that spark big influence, by Steve J. Martin
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Review
"Not to be missed."―Fortune Magazine"The Small BIG is a fun, educational and entertaining read. You'll experience some brain bending in the process, you'll pick up some tips and strategies and ultimately, grow your influence muscle to a point where your results will shine."―Small Business Trends"Want to be a better negotiator? Have more productive meetings? Get the kids to eat more vegetables? The small BIG provides a set of simple, powerful tools for anyone who wants to be more persuasive."―- Jonah Berger, Professor at the Wharton School and Bestselling Author of Contagious: Why Things Catch On"If you've ever struggled to change the beliefs or behaviors of other people, there's hope. The small BIG offers the best of science and practical insights from the world's leading experts on persuasion. Everyone who cares about influence will be reading this riveting book."―- Adam Grant, Wharton professor and bestselling author of GIVE AND TAKE"If you ever doubted that small changes can make a big difference, this excellent and insightful book will change your mind."―-Dan Ariely, Duke professor and bestselling author of Predictably Irrational, The Upside of Irrationality, and The (Honest) Truth About Dishonesty"Martin, Goldstein, and Cialdini - the dream team of persuasion science - have written an utterly compelling and eminently useful book. In a series of short, crisp chapters, they explain the latest research from around the world - and then use that research to offer an array of practical, actionable techniques to influence the behavior of others. In every way, this book is a tour de force...This might be the first book I've read in which the passages I underlined outnumbered the passages I didn't."―- Daniel Pink, bestselling author of TO SELL IS HUMAN and DRIVE"A charming collection of useful articles on increasing your oddsof getting agreement."―Arizona Daily Star - Best Book of the Month
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About the Author
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. His regular business columns for the Harvard Business Review and the British Airways in-flight magazine are read by over 2.5 million people each month.Noah J. Goldstein is a professor at the UCLA Anderson School of Management, where he has won awards for both teaching and research. His previous book, Yes!, co-authored with Martin and Cialdini, is a New York Times bestseller translated in over 25 languages. Goldstein has also served on the Scientific Advisory Boards of two Fortunate Global 500 companies. Robert B. Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. He is also president of INFLUENCE AT WORK. Harvard Business Review calls Dr. Cialdini "the leading social scientist in the field of influence." His book Influence, was named by Inc. magazine as one of the Top 10 Marketing Books of All Time and has been published in twenty-eight languages. Influence is a New York Times bestseller and has sold over 2 million copies.
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Product details
Hardcover: 288 pages
Publisher: Grand Central Publishing (September 9, 2014)
Language: English
ISBN-10: 1455584258
ISBN-13: 978-1455584253
Product Dimensions:
6.5 x 1.2 x 9.2 inches
Shipping Weight: 8.5 ounces (View shipping rates and policies)
Average Customer Review:
4.4 out of 5 stars
63 customer reviews
Amazon Best Sellers Rank:
#390,758 in Books (See Top 100 in Books)
The Small BIG: Small Changes that Spark Big Influence is a pretty good book on the topic of ethically persuading people to change their behaviour. Grounded in research and mixing discussion with examples, the book intrigued me enough that I jotted notes and my own ideas as I read. This is pretty rare these days for me, and a sign of how engaged I was.Running quickly through my notes.Changing people's environment can change their minds. Context is important.Focus on similarities - shared identityYou can lock into other people's commitments (and the implication I took from this was that when companies ask us to filling surveys, they're not after feedback, but about the commitment we feel to the firm after we've committed our time via filling in the survey).A sense of owing your future self can motivate self-changeProcrastination - use short expiration datesA promise of potential (which has an arousing quality) outshines reality (this I hadn't expected)When an expert is uncertain, that intrigues us.We assume important people sit in the centre of a gatheringPower increases and our cortisol (stress hormone) levels decrease when we adopt open, expansive posture.Just ASKFocus people on the opportunity cost of not doing what you want them to do.And the notes go on.Shortish chapters, engaging style. I got a lot from this book.
I bought this after hearing Martin interviewed on the HBR podcast. And I love the concept - there are many ways to use observations from human behavioral science to direct best practice. Moreover, many of these are easy to implement and have pronounced effects - hence the concept of the "small BIG".The organization of the book is not its strength. The chapters are really short vignette case studies designed by the authors to be digested in tiny chunks. Really tiny chunks. Unfortunately, this does not allow for serious discussion of the diversity of applications of each observation or the specific limitations of each approach. In one example, British taxpayers (apparently often quite delinquent in prompt tax payments) were reminded that the majority of taxpayers do remit taxes on time, and the effects were real. However, there is less question as to whether this would work in different cultures, under different tax systems, or other related concerns. Will this approach really change the fates of accounts receivable professionals?That said, some of the lessons are fantastic. As an administrator in medicine, I was fascinating at the approach taken to patient "no-shows", which have a double-whammy effect. First they create situations in which medical professionals are deployed but not reimbursed. Just as importantly, they prevent patients from being seen! If one calls to make an appointment that is booked by a patient who then no-shows, the patient who wishes to come in cannot receive care yet is blocked by a patient who has not used that slot. And in most markets, access is at a premium. I will not give away the authors' intervention, but it is shockingly simple - so shocking that I would like to really see whether it works.In any case, this book is certainly worth a read, and I would read other books by the same authors. I just wish that they had selected fewer topics on which to delve more deeply rather than to create a well-meaning, but underdeveloped, sampler.
The strength of "The Small BIG' " is also its weakness. Many business books rely on one big idea that would make a compelling article, but after 200 pages of using Amazon-Zappos-flavour-of-the-year organisations, to retrospectively prove a point, irritation overwhelms insight."The Small BIG" strength is that it packs 50+ tips into short, sharp chapters. Each one has some neuroscience/behavioural economics/testing to validate it. Many won't cost a cent & are claimed to boost response rates. The 50+ is also the weakness - I read the book a few weeks back, recommended it to a client who relies on direct marketing, yet now, writing this review, cannot remember one specific example.Perhaps I am suffering from end of year brain-drain (writing this on 17th December) - however I think this book works best as a reference for direct marketers. Some of the best business books adjust thinking. "The Small BIG" modifies actions. In the right hands, it can be a great investment.
I bought this book after seeing some of their videos they have on YouTube. I have not been disappointed.I run a few online affiliate sites, and the ideas in this book have been worth gold. There are 50 chapters each with different research on marketing, psychology, and/or sociology, with the key lesson on how something very small can have a large change in your influence of others.It's easy to read and well written. A must for anyone in marketing, sales, or anyone who needs to influence others.
If you need to persuade, either professionally or personally, you'll find some new science-based approaches in this book. Each of the 52 chapters begins with experimental results, either academic or real-world, and shows how the principle demonstrated can be applied in other situations. The emphasis, as the title suggests, is on small changes that can have an outsized impact on results.Written by three of the world's top experts on influence and persuasion, this book's authority is unquestionable. (And, as their past work has demonstrated, "authority" is potent stuff!)With its bite-sized chapters and actionable strategies, The Small BIG belongs on every business bookshelf.
Would've given 5 stars if it was more original. Love Cialdini, but there isn't much "new" stuff here if you have read his other books. Just felt like further elaboration on experiments already discussed in his other books. Kind of disappointed, but if this is your first Cialdini book you'll probably enjoy it more than I did.
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