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The small BIG: small changes that spark big influence Hardcover – 9 September 2014

4.4 out of 5 stars 205 ratings

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"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

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

  • Publisher : Grand Central Publishing (9 September 2014)
  • Language : English
  • Hardcover : 288 pages
  • ISBN-10 : 1455584258
  • ISBN-13 : 978-1455584253
  • Item Weight : 476 g
  • Dimensions : 16.26 x 2.79 x 23.11 cm
  • Customer Reviews:
    4.4 out of 5 stars 205 ratings

Customer reviews

4.4 out of 5 stars
4.4 out of 5
205 global ratings
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Top reviews from other countries

Nick Michelioudakis
5.0 out of 5 stars A Review - for Educators
Reviewed in the United Kingdom on 17 July 2016
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5.0 out of 5 stars A Review - for Educators
Reviewed in the United Kingdom on 17 July 2016
How do you help a busker make eight times as much as he normally would? Piece of cake – just get someone to drop a couple of coins in the hat as soon as the train doors open at the metro station! It’s called ‘Social Proof’ and it’s invisible! When people were asked later, nobody mentioned the ‘generous stranger’ (p. 15)…
In this amazing book, the writers focus on small things that can make a BIG difference. The contents list 53 chapters – each between 4 and 6 pages long. Each one looks at one or more studies and then considers the implications. The emphasis is on those little elements that make us tick. Social proof is one of them. Remember the busker? Instead of telling our students to do something, perhaps we could get a student to ‘model’ the desired behaviour.
The findings are often startling. For instance – how do you reduce no-shows for doctors’ appointments in hospitals by 57%? Easy – peasy: just send people a reminder sms with their first name in it! (p. 35) First names = attention = compliance! So what about us? Do we always use our students’ first names? Even when providing written feedback?
Another question: is it better to give people more or less choice? If you think the right answer is (a), think again! It is true that to get people to agree to do something offering them options is a good idea, but if you want them to actually complete a task they have agreed to do, then the opposite is the case! The big Q is this: ‘Is my problem getting buy-in or follow-through? Excellent! (p. 215)
Now here is a question for you: How many people would you have to ask to fill out a questionnaire before five of them agree? * It is incredible how much we underestimate people’s willingness to help! (p. 165) So – what about ELT? Do we encourage students to ask us for support? What about asking each other? And what about colleagues – how comfortable are we asking each other for help? (Honestly!)
OK – I have saved the best for last. Imagine you are in church. The sermon is over and the customary collection box is being passed around. Only this is an ‘uncollection’! You are actually encouraged to take money!! Then the priest says ‘Our expenses are huge. Please take some money, use it any way you want, and if you wish, you might give some of your earnings back to the church in the future’. Within six months, Reverend Steel got his money back twentyfold!! (p. 163) Q: Could we not do the same at the next IATEFL Convention? :-)
[ * A: Amazingly, only about 10!]
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Teddius
4.0 out of 5 stars Not a bad read at all
Reviewed in the United Kingdom on 3 September 2014
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Kindle Customer
4.0 out of 5 stars Great book, exactly how I wanted it to be.
Reviewed in the United Kingdom on 16 May 2019
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Ginger
5.0 out of 5 stars Get it, read it, use it!
Reviewed in the United Kingdom on 3 December 2019
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Guy Lecky-Thompson
5.0 out of 5 stars Each chapter (and there are over 50 of them) is a really easy read, designed to give you a usable tool ...
Reviewed in the United Kingdom on 9 January 2015
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