Steve J. Martin. (2014). The small BIG: small changes that spark big influence. Grand Central Publishing.

Steve J. Martin. 2014. The Small BIG: Small Changes That Spark Big Influence. Grand Central Publishing.

Steve J. Martin, The Small BIG: Small Changes That Spark Big Influence. Grand Central Publishing, 2014.

Steve J. Martin. The Small BIG: Small Changes That Spark Big Influence. Grand Central Publishing, 2014.

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   • bioText: 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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The small BIG

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At some point today you will have to influence or persuade someone - your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. What is the smallest change you can make to your request, proposal or situation 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, increasingly it is 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. Increasingly 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 (over 50 in fact) 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.

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     July 7, 2014
     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.

2. • premium: True
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   • content:

     July 1, 2014
     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.(Reprinted with permission of Booklist, copyright 2014, American Library Association.)

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At some point today you will have to influence or persuade someone - your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. What is the smallest change you can make to your request, proposal or situation 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, increasingly it is 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. Increasingly we are learning that it is not information per se that leads people to make decisions, but the context in which...

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