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Book: The small BIG: small changes that spark big influence
Quotes of Book: The small BIG: small changes
TOP TAGS :jon-snowlife-decisionsrespecting-othersstuarttribesperfectionismsupplementsidentity-politics

  1. Steve J. Martin _ The small BIG: small changes

    This insight offers an important lesson for communicators wishing to increase the persuasiveness of a message. It can be easy to conceal a small doubt, tiny niggle, or slight uncertainty in your argument, believing those small things could make a large and detrimental difference to your success. However, in situations where it is clear that no single obvious answer exists, signaling a small uncertainty, rather than being detrimental to your cause, could make a big and beneficial difference to it. As a result, when seeking to persuade decision makers, a business consultant, rather than hiding or covering up minor uncertainties about a recommendation, might instead embrace them in the knowledge that they can actually make him or her more persuasive-assuming, of course, that the case is a strong one. Doing so affords another advantage-it is a strategy that is likely to build trust as well.
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  2. Steve J. Martin _ The small BIG: small changes

    In short, it is not information per se that leads people to make decisions, but the context in which that information is presented.
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  3. Steve J. Martin _ The small BIG: small changes

    Consider the audience's perceptions of social norms before characterizing the behaviors that deviate from that norm.
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  4. Steve J. Martin _ The small BIG: small changes

    Following the crowd is not an action that is simply fueled by a need to keep up with the Joneses. It is more fundamental than that, striking at the heart of three simple, yet powerful, underlying human motivations: the motivation to make accurate decisions as efficiently as possible, the motivation to affiliate with and to gain the approval of others, and the motivation to see oneself in a positive light.
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  5. Steve J. Martin _ The small BIG: small changes

    Successful influence is increasingly governed by context rather than cognition and by the psychological environment in which such information is presented.
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  6. Steve J. Martin _ The small BIG: small changes

    Regardless of whether you're trying to convince someone to support your favorite charity, eat healthier, switch their business from their current supplier to your firm, or just adopt a new way of working at the office, one of the most common explanations for lack of persuasive success is also one of the simplest: People recognize they should change their behavior, but they just don't feel like doing it right now.
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