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The small BIG: Small Changes that Spark Big Influence [Format Kindle]

Steve Martin , Noah Goldstein , Robert B. Cialdini

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Descriptions du produit

Revue de presse

"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

Présentation de l'éditeur

At some point today you will have to influence or persuade someone - perhaps ask a colleague a favour, negotiate with a contractor or get your spouse to put out the recycling. 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 world, it is now the smallest changes that lead to the biggest differences in results.

Offering deceptively simple suggestions and explaining the extensive scientific research behind them, the small BIG presents over fifty small changes - from the little adjustments that make meetings more effective to the costless alteration to correspondence that saved a government millions.

the small BIG is full of surprising, powerful - and above all, tiny - changes that could mean the difference between failure and success.

Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 438 KB
  • Nombre de pages de l'édition imprimée : 289 pages
  • Pagination - ISBN de l'édition imprimée de référence : 1455584258
  • Editeur : Profile Books (28 août 2014)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B00KC0H1FA
  • Synthèse vocale : Activée
  • X-Ray :
  • Word Wise: Activé
  • Composition améliorée: Non activé
  • Classement des meilleures ventes d'Amazon: n°17.948 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)

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Commentaires en ligne

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Amazon.com: 4.4 étoiles sur 5  53 commentaires
42 internautes sur 43 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Self-help and self-promo help 7 septembre 2014
Par Jenny Schwartz - Publié sur Amazon.com
Format:Format Kindle|Achat vérifié
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 identity
You 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-change
Procrastination - use short expiration dates
A 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 gathering
Power increases and our cortisol (stress hormone) levels decrease when we adopt open, expansive posture.
Just ASK
Focus 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.
13 internautes sur 14 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Why "it is often the smallest changes in approach that make the biggest difference" when it comes to influencing others 9 octobre 2014
Par Robert Morris - Publié sur Amazon.com
Why did Martin, Goldstein, and Cialdini write this book? As they explain, their goal "has been to provide a collection of small BIGs that you could add to your persuasion toolkit. Small changes, informed by recent persuasion science that anyone...can employ to make a big difference when persuading and communicating with others." One key point is that small BIGs that must be used strategically. My way of describing is that a sniper's mindset is needed rather than a carpet bomber's approach. Another key point is that skillful use of one or two (not a cluster) of small BIGs will increase the clarity of a message, its intended meaning.

The core thesis of The Small BIG book is as this review's title suggests: "When it comes to influencing the behaviors of others, it is often the smallest changes in approach that make the biggest differences." In a book written by one of the co-authors, Influence, The Psychology of Persuasion, Robert Cialdini identifies and discusses six universal principles:

1. Reciprocity: As humans, we generally aim to return favors, pay back debts, and treat others as they treat us.

2. Commitment (and Consistency): Cialdini says that we have a deep desire to be consistent. For this reason, once we've committed to something, we're then more inclined to go through with it.

3. Social Proof: This principle relies on people's sense of "safety in numbers."

For example, we're more likely to work late if others in our team are doing the same, put a tip in a jar if it already contains money, or eat in a restaurant if it's busy. Here, we're assuming that if lots of other people are doing something, then it must be OK.

4. Liking: Cialdini says that we're more likely to be influenced by people we like. Likability comes in many forms - people might be similar or familiar to us, they might give us compliments, or we may just simply trust them.

5. Authority: We feel a sense of duty or obligation to people in positions of authority.

6. Scarcity: This principle says that things are more attractive when their availability is limited, or when we stand to lose the opportunity to acquire them on favorable terms.

Cialdini's words of caution are quire specific: "Be careful how you use the six principles - it is very easy to use them to mislead or deceive people - for instance, to sell products at unfair prices, or to exert undue influence. When you're using approaches like this, make sure that you use them honestly - by being completely truthful, and by persuading people to do things that are good for them."

These six principles provide a context, a frame of reference, for the information, insights, and counsel that Martin, Goldstein, and Cialdini provide in this book in support of their thesis. They develop in much greater depth material previously introduced in Yes!: 50 Scientifically Proven Ways to Be Persuasive. These are among the dozens of passages that cau8ght my eye:

o Following or going against the crowd (Pages 2-13)
o Framing the given context (14-17)
o Commitment Principles (Pages 25-26 and 36-39)
o Backfire Effect (45-49)
o small BIGs to avoid (54-58)
o Behavior Change management (65-79)
o Reciprocity: Principle and initiatives (129-141)
o Customer loyalty and retention programs (84-87 and 186-190)
o Endings of interactions (219-222)
o small BIGs: multiple or combining strategies (223-229)

This is one of the most reader-friendly books I have read in recent years. Martin, Goldstein, and Cialdini are to be commended on the direct and rapport they immediately establish with their reader. Presumably many others will feel as I did that this book was written specifically for me. Also, they provide annotated notes for each of the 52 chapters, citing and commenting on various sources they recommend. The last chapter is a BIG bonus of supplementary insights and suggestions, accompanied by an offer: The reader can keep up with the latest insights from persuasion science and receive a free "Inside Influence Report" each month by visiting the website they identify on Page 229.

This book was written for those who wish to understand the science of persuasion and then master the skills needed to apply that understanding effectively (i.e. strategically) in an ethical manner. "When it comes to influencing the way others think feel, and act, small changes can make a big difference for one fundamental reason. They [begin italics] are [end italics] small. They fly under the radar. They rarely raise suspicion or attention. Instead they quietly go about their business shaping our decisions and influencing our behaviors in largely automatic and unconscious ways...small is most certainly the new BIG."
17 internautes sur 20 ont trouvé ce commentaire utile 
4.0 étoiles sur 5 I just used one small BIG. Let's see how it goes. 9 septembre 2014
Par Ryan J. Dejonghe - Publié sur Amazon.com
I just finished THE SMALL BIG yesterday and have already implemented one of the 52 ideas today. I have plans to use another idea later today, and I'll still be implementing these ideas tomorrow and the next day. Here's my advice: buy this book and keep it near your desk.

Similarly-themed books feature studies done by other scientists--which is cool--but there was a surprising amount of research conducted by the authors themselves. The intimate feel of the self-conducted research and their writing made each small BIG feel approachable and applicable. There's a plethora of journal studies conducted by other formable scientists, too. Each of the 52 chapters feature one-to-three studies each: all referenced in the back of the book.

Every chapter is short (about three to five pages), making it perfectly digestible for reading a few a day. They are all outlined at the beginning so you can pick and choose what you think you'll need. Some chapters build on each other; the authors do a great job of highlighting what you may have missed. Everything is covered from employee productivity to gaining effective online reviews. The writing is clear and concise. I would have liked more bullet-pointed features or bolding, such as their counterpart books offer, but the brevity of chapters and italicized subjects worked fine.

The biggest issue I want addressed is the length of each study. For instance, one small BIG was to provide meaning to the task. The authors used a study where call center employees were given something to read that provided intrinsic motivation for the job. This group's calls drew more donations compared to the control groups. However, what happens to their motivation over time? Would this approach desensitize if used daily over a month or a year?

The authors include a final chapter showing how some techniques can be combined, while other combination effects could come across as gimmicky or un-authentic. That's the catch of it all: knowing and implementing these tools without appearing as the stereotypical used car salesman. You know what I mean. Learn the tools of influence, but keep it real. You'll sleep better at night.

Whether you are the boss or the employee, the parent or the teacher, the neighbor or the friend, these are some great tools powered by the latest research that will surely benefit your life. Like I said before, keep this book at your desk and you'll be using this tools today and tomorrow, too.

Thanks to Grand Central Publishing for sending this book to me for review.
7 internautes sur 7 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 Really big influence in a small package 24 septembre 2014
Par Scott Sylvan Bell - Publié sur Amazon.com
When it comes to the influence and persuasion process the small things really do net results. This books go through 50 studies and explains why seemingly small interactions or exchanges will get someone to make a change in their decision process.

These small influences are subtle yet powerful when created the right way.

Social proof is explained through the first few chapters and that is getting other people to do something because they see someone or a group acting in a certain manner so they either want to adapt the behavior or make changes.

There are chapters on:
How to name items or things to get impact
What types of questions to ask to have powerful outcomes
How to build teamwork the right way
The best way to have people keep appointments through very small and innocent commitments
Some very innocent negotiation tactics that can net big results

What I really like about this book is each of the 50 chapters are bite size and about 3-4 pages of the study, how the study worked and some possible applications for you.

This book is well researched and not just rehashed information you can really use to increase your ability to persuade others.There really is something for everyone in this book no matter what industry you come from.
7 internautes sur 8 ont trouvé ce commentaire utile 
5.0 étoiles sur 5 If you liked Cialdini's Influence, here are 50+ case studies to implement fast. 3 septembre 2014
Par Octavio - Publié sur Amazon.com
Format:Format Kindle|Achat vérifié
Today I went to a seminar in Chile from Dr. Cialdini about his bestseller book "Influence" with the six drivers.
At the end I ask him about case studies to implement those 6 drives from Influece.
And he told me of his new realise "The small big".
So far my favorities are chapter 21 and 31, of course, it will vary according to your industry.
If you liked the classic psychology of Cialdini's Influence, then you need to read this one.
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