Read The Small Big: Small Changes That Spark Big Influence by Steve J. Martin Noah J. Goldstein Robert B. Cialdini Online

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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 iAt 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....

Title : The Small Big: Small Changes That Spark Big Influence
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ISBN : 22835445
Format Type : Kindle Edition
Number of Pages : 240 Pages
Status : Available For Download
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The Small Big: Small Changes That Spark Big Influence Reviews

  • Jenny Schwartz
    2019-02-23 17:23

    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.

  • Karly
    2019-02-20 09:22

    I feel as though this book persuaded me to read it...touché persuasive book, touché.

  • Jay
    2019-03-18 17:17

    I borrowed “The Small Big” from the library on audio. That wasn’t a good idea. “The Small Big” contains over 50 suggestions for how to present something in a more persuasive manner. Each of the suggestions is written up in a short chapter, with examples and with research described that illustrates the concept. Despite being chopped up in this way, I found the book quite readable due to the engaging topics covered. Part of the engagement comes about because some of the suggestions are not what I was expecting. For instance, I assumed people listened to experts, but it appears if experts seem to have some difficulty coming to a conclusion, people will pay more attention to that conclusion. As I heard this story, I started thinking of how I could put that to use on a Powerpoint. I must say that I really enjoyed this book. I can imagine keeping a list of these suggestions for persuasion. And here’s where audio doesn’t help – unless you listen while sitting at a desk, as if listening to a school lecture, you won’t take notes and you will not have a “cheat sheet” for your persuasive efforts later on. This is where the book or ebook format might make more sense. Or a good summary book. If you do listen to the audio, you may want to consider checking out a copy of the physical book at the same time…

  • Will Once
    2019-02-26 13:16

    Small things can have big impacts. That's the theme of this book, and it largely delivers. We get 52 shortish chapters on a different aspect of persuasion.Like this ... people are more likely to give money to a hurricane disaster appeal if the hurricane has the same name as them. Or if the name of the hurricane begins with the same letter as their name.And to back it up each of these little nuggets is backed up with genuine research. Scientific research. By blokes with white coats and pens in their top pockets.It's well written, informative, credible. Unlike many of similar self-help books it doesn't take one little scrap of wisdom and blow it up into an entire book.There are slight niggles. For one thing the book is crying out for a summary. Each chapter heading is a question "What small change could achieve X and Y?". And while that makes for a teasing start to a chapter, it makes it difficult to find the nugget that you want. A simple list of the 52 ideas would be great (although it might remove the need to buy the entire book).One other niggle is that there is one example of schoolboy humour that ought to have been zapped in the edit. The footnote to chapter 7 doesn't add anything and will annoy some readers. Please delete it for the next edition.Recommended if you are in the business of trying to persuade people to do something. I have one hesitation. The science of persuasion is becoming more and more sophisticated. If businesses and politicians use these sorts of techniques, then we all need to know about them. Not only do we need to know how to use these techniques, we also need to be able to spot when they are being used against us.Perhaps that's another reason to buy this book. Five stars. If the rating system allowed it, I'd knock of a couple of percentage points for the lack of a summary and that footnote to chapter 7. But it's still five stars. Good book.

  • Kelly
    2019-02-21 10:16

    Good reinforcement to read after Cialdini's prior books, Influence and Yes! My notes: * People have an affinity for their name and even their first initial. Use their names more often in outreach and when you want a response * Focus on finding uncommon commonalities to build rapport. Instead of asking someone's favorite TV show, ask for their top 5 and find the commonalities to get to more uncommon ones. * In BD, don't isolate your accounts to one point of contact; invite others in your firm to meet with accounts as new relationships further rapport than long time ones. * Ask recipients to signal (in email) by way of a simple "yes" response that the notes you sent are an accurate reflection of their understanding of next steps. * Specific commitments are more effective than general commitments * Have a person form a specific plan for where, when, and how they will go about accomplishing the task to which they have committed--implementation intentions * Ask for a commitment at a late date in the future than sooner, people more likely to lock in * Remind people of their connectedness to their future selves * In a two option scenario, Attach a loss to the option you don't want selected * Associate your ask with "love" and more people will say yes * Make precise offers instead of rounded offers because the recipients of precise offers are much more likely to believe that the person making the offer has invested time and effort preparing for the negotiation and therefore has a very good reasons to support the precise offer they are making

  • Justin
    2019-03-16 12:38

    Mostly rehashes other books. Seemed focused on business

  • A
    2019-02-24 17:25

    Very useful book to read with applications in many aspects of life and business to make life easier by changing simply things.

  • Ryan Dejonghe
    2019-03-10 16:35

    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.

  • Khaleel
    2019-02-17 10:24

    Takes the principles of the book Influence by the same author (concerned with the science of persuasion) and presents them in 'bite size' chapters that explain how small changes can lead to big changes in results because of these principles (hence the title). The book is fairly interesting to read but I think Influence captures the principles better and makes a far more poignant and in depth case for how and why these principles work.Overall worth a read but I felt the small chapters don't really drive home why the principles work. I highly recommend Influence by the same author and for those that love that one I can recommend The Small Big, but if you were to read only one then definitely read Influence. Not a bad book, worth reading but nothing spectacular. Does get a bit boring and some chapters are a waste. Recommend this only to big fans of Influence.

  • Susan DeMartino
    2019-02-23 09:23

    I received this book free from Firstreads. I was interested in looking at this book for a look at how to change people's mindsets, but it did not really discuss that on a large scale, only how to change small things that could affect things like your productivity or the productivity of those you work with or who work for you. It was an interesting look at the psychology of changing people's minds or thoughts with small switches that can have big results. I enjoyed reading it and I think it is something that people in business should read. As a teacher, I felt it had fewer ramifications for my own practice and the mindset of other teachers around me that I work with. All in all it was an interesting read, and all of the studies they referenced were fascinating.

  • Manoj Arora
    2019-03-18 16:27

    It is often not big changes, but small ones, that spark big influence in our lives. If ever there were small things that you could potentially achieve you extraordinary results, you ought to read this book. This book has the potential to impact your daily life by bringing in the minimal changes and achieving remarkable outcomes...Do you already follow some of them? Read on.."The Small BIG" by Steve J Martin / Noah J Goldstein and Robert B Cialdini is an awesome read. There are 52 small changes mentioned in the book (perhaps one for a week) that you can bring in yourself or your environment to bring in extraordinary results in your life. You may be aware / may have read about some of these in one form or the other but I have listed 20 of my Book Lessons that influenced me sharply. (1) Social proof - the evidence of crowdThe evidence of crowd following a specific thing is a big influencer to people behavior. Our behavior is largely influenced by the behavior of others around us. So, while selling a product, if you can highlight the number of positive feedback, reviews etc, it influences people to take a decision too.(2) Reason not requiredPeople who get influenced by the decision of the crowd often do not know or do not want to know the reason for their decision. (3) Specific EvidenceMore specific is the evidence, more is the probability of others to follow. It is advisable to give real time specific information when talking about any concept or product.(4) UniquenessPeople seek to define themselves based on what makes them unique. If possessing a specific product or a concept will bring people in a unique category, they are more likely to go for it.(5) Client's SuccessOne of the biggest way to motivate an employee is to remind him / her of the significance of his / her role to client's success(6) The Broken Windows phenomenonThe Broken Windows phenomenon suggests the importance of keeping small things neat and tidy and how these positively influences others.(7) The sweetest wordOur own name is the sweetest word we hear. Use the recipient's name quite often in your communication with others to keep them interested in what you are trying to convey.(8) Ask questions to confirm decisionsYou can persuade people by asking questions that plan and confirm their decision rather than a question which could confirm or negate a proposition.As an example, if you are pursuing a key person to attend a meeting, instead of asking 'Are you attending the meeting today?', you might ask a confirmatory question 'What are you doing just before our meeting today?'. Whatever be the answer of the person to the later question, you have got a confirmation for the meeting in any case.(9) Lock people to commit to decisionsYou can lock people to commit to decisions by letting them know that the decision is implementable in far future rather than in the near future. This is especially true if they are not very sure of their decision today.(10) Meaningful distractionsMeaningful distractions for people waiting in queue can drastically reduce their frustration and improve loyalty.(11) The Right Seating ArrangementA circular seating arrangement nurtures collaboration while a square or rectangular seating arrangement promotes uniqueness and ownership. So, depending on the way you want to drive the meeting, you might choose an appropriate conference room.(12) Unsure ExpertsPeople expect experts to be certain about their opinions. But it is only when the expert expresses uncertainties that people are truly drawn into what they are saying. This is perhaps because they believe that no one can know everything, and an honest expression of uncertainty goes a long way in building the trust factor.(13) Room SizePeople are proven to think more creatively if the room has a high ceiling or, even better, is an open lawn. So, it is not only you feel better in an open space, but also think better and more creative. Another reason, I should again start sleeping in an open terrace rather than an air conditioned room.(14) VisualisationOnce again, it is proven beyond doubt. You can recollect all your power by writing down or visualising your powerful moments from past. (15) Questions and QuestionsThere are no silly questions... Ask questions, ask help as often as you can. (16) Be the first oneWhile negotiating, be the first one to place an offer and make sure that the offer is as precise as it is feasible. The first offer becomes the baseline and drives the entire negotiation discussion.(17) Cost SavingWhen selling, don't just focus on cost savings for the client, but highlight what could potentially be done with the saved cost, thus leveraging the concept of Cost of lost opportunity, if the client does not go with you.(18) Chasing Goals - Small Area HypothesisWhen starting to chase goals, focus on the smaller achievements in the early phases (like 10% done rather than 90% remaining) and on smaller pending activities at a later stage (like 10% remaining rather than 90% done). This is called small area hypothesis and keeps you motivated towards your goal. (19) From a DistanceTaking a physical step back and viewing the task from a greater distance can reduce your perception of how difficult the task of actually is. So, if you're stuck with a stubborn problem or are not able to take a decision, actually take a few physical steps back from the problem and re-think.(20) Peak-End Effect / Duration NeglectEvery experience has a 'peak-end' effect i.e. we tend to remember the peak experience and the end of the experience e.g. Remember one of your older vacation and you will realise that we remember usually the best / worst experience of the vacation and then how the vacation ended, completely forgetting the rest of the duration. This term is also called as duration neglect. So, to create better memories for your lifetime, you may reduce the number of days of your vacation but ensure that you have the thrillist adventure possible and wind it up with a great last day.Important is that all of these extraordinary results have been proven scientifically by more than one research and study. Go, pick your small change that can influence your results significantly.

  • Jock Mcclees
    2019-03-18 15:32

    I listened to an audio version of this book. I want to buy the book so I can highlight parts. It had a lot of interesting ideas and insights. Probably most useful for people in larger companies but anyone can find things to use in it. I don't know if it was the person reading or the lame jokes the authors threw in from time to time but that kind of detracted from the book.One interesting part about the book is the many of the ideas were counter intuitive. Without reading the book, you might be dissuading someone when you think you are persuading them.

  • Edward
    2019-02-24 12:23

    This book contains a number of suggestions (all 50 of them) on how to effectively persuade others (ethically) with different ways. Each suggestion is presented in a short chapter with engaging stories. The key theme of the book (and hence the title) is that a lot of times, small changes and efforts can lead to big impacts. We need to be smart about it and look for the right idea to implement depending on our situation.I read this book as an audio book and will need to get back to it in an eBook or hard copy format so that I can highlight and write notes.

  • Ronald J.
    2019-02-18 10:11

    This isn't really a book, it's more a toolkit. There's lots of interesting human psychology principles, and if you enjoy behavioral economics you'll like this book. But it's a tedious read, one study after another, 53 in all. It's like they wanted to showcase every study that's ever been done. There's not enough theory, just studies and evidence.

  • Dixit Nagpal
    2019-02-17 17:30

    A very well articulated and backed by research book. You can adopt multiple techniques not just in your business but personal life as well. It requires more than a single read to comprehend the pool of thoughts this book has.

  • Xiangchen Huo
    2019-03-10 13:16

    A book of interesting ideas. Most of the proposed changes require little cost and potentially bring tangible benefits, whether they are big or small. However, as stated in the bonus chapter, a combination of maneuvers may not necessarily bring the desired effect. Practice with discretion.

  • Dannie
    2019-03-06 13:27

    Again, I didn't actually finish this because it was a book from my work and I quit my job, but I'm honestly not sure I would have finished it even if I had stayed. This book has a lot of cool little tidbits in it, but it's INCREDIBLY repetitive and just gets kind of annoying after awhile, honestly.

  • Darren
    2019-03-17 13:23

    Concise chapters on specific but simple changes that really do make a difference. Would have loved a summary for easy reference!

  • Mario Anolli
    2019-03-08 17:13

    le solite idee di cialdini su persuasione, bene ma non imperdibile

  • ReaderTurnedWriter
    2019-03-04 14:10

    I read this because I LOVE Influence by Robert B. Cialdini. This was an interesting book, but not as good (I thought) as Influence. I'm still glad I read it because I learned a lot.

  • Steve
    2019-02-18 17:29

    Great stuff...

  • Always Reading
    2019-03-06 09:27

    Notes to self: read again and make check lists

  • Tri Santoso
    2019-02-18 10:20

    Ada beberapa model pendekatan untuk sebuah ajakan atau imbauan. Salah satu yang umum dipakai yaitu dengan cara menyampaikan sebanyak mungkin informasi atau gagasan terkait. Semakin kaya informasi, semakin kuat daya magis nya untuk mengajak (mempengaruhi). Pada akhirnya orang akan terpengaruh untuk mengambil keputusan. Namun apakah semudah itu orang lain akan mengikuti apa yang kita inginkan? Jawabannya tergantung dari konteks informasi yang di sajikan–terlepas dari faktor di luarnya. Mengingat kita sekarang tinggal di sebuah lingkungan yang kebanjiran informasi dan stimulasi. Orang tidak bisa lagi mempertimbangkan semua informasi di tengah kesibukan, keterbatasan waktu dan berbagai hal yang menuntut perhatian. Peningkatan jumlah informasi yang telah kita miliki bukan jaminan menghasilkan keputusan yang lebih baik. Bahkan kecil kemungkinan untuk menggunakan seluruh informasi yang kita miliki tersebut. Akibatnya keberhasilan membuat keputusan atau mempengaruhi orang lebih ditentukan oleh konteks dan lingkungan psikologis, tempat informasi di sampaikan. Bukan semata–mata pada kognisi saja. Yang hanya terbatas pada pemberian informasi agar orang lain terpengaruh dan mau berubah. Hingga kini kita bisa melihat bahwa orang tetap bisa dipengaruhi oleh perubahan–perubahan kecil dalam konteks komunikasi. Sebagaimana nenek moyang kita sejak ribuan tahun silam.Buku ini menyajikan pendekatan berupa perubahan–perubahan kecil, mengenai informasi yang akan kita sampaikan kepada orang lain. Yaitu mengaitkan pesan dengan motivasi yang di rasakan oleh orang lain. Perubahan kecil di petakan agar informasi yang disampaikan nantinya secara dramatis dapat diterima dan dilaksanakan. Tentunya tanpa memakan banyak biaya, waktu maupun tenaga.Gagasan perubahan kecil yang diajukan berdasar pada riset para ahli di bidang ilmu persuasi. Yaitu untuk menunjukkan perubahan kecil apa yang berakibat besar dalam berbagai situasi. Prinsip umum persuasi yang digunakan adalah; timbal balik (kita merasa wajib membalas kebaikan orang lain), otoritas (kita mengharapkan bimbingan dari para ahli), kelangkaan (semakin sedikit suatu sumber daya, kita semakin menginginkan), kegemaran (semakin kita di cintai, orang akan semakin mengiyakan kita), konsistensi (kita cenderung bertindak konsisten dengan komitmen dan nilai), dan bukti sosial (kita cenderung melihat apa perilaku sesama dalam melakukan tindakan). Penelitian di bidang ilmu neurosains, psikologi kognitif, psikologi sosial, dan ilmu ekonomi perilaku telah mengungkap pemahaman lebih luas tentang bagaimana terjadinya pengaruh, persuasi dan perubahan perilaku–turut disertakan pula judul jurnal rujukan yang berkaitan. Dengan disajikan dalam bab–bab pendek, lebih memudahkan kita dalam memahami mekanisme psikologis pada setiap problem yang di tampilkan. Berbagai bidang disinggung dalam uraian buku ini. Mulai dari hal–hal dalam bisnis dan pekerjaan, kesehatan, motivasi dan pengembangan diri hingga komunikasi yang terkait dengan keseharian. Sehingga mudah di terapkan (dikembangkan) bagi siapapun.

  • Arah
    2019-03-13 10:18

    There are almost too many case studies in here to make his feel very in-depth. However, it's useful as a workbook or exercise. Using it as a companion to my work sheds new light on some persuasion already in play.

  • Abhinav Shrivastava
    2019-02-21 10:34

    I have earlier read few such books on behavior and habits and how altering them can benefit you. This books joins the ranks of those top books. The best thing about this book is its simplicity or the simplicity of the methods or changes suggested, which can be implemented by anyone. If you are a sales rep, a computer professional, HR executive or an entrepreneur. These “pearls of wisdom” can help you in all walks of life. Although the authors can’t be credited for all these findings (and they give due credit and references to the scientists who did actual studies and findings) but they can definitely be credited for bringing these changes up to a wider audience and writing it so simply.Each small change has a chapter of its own. So if you are in a hurry or some changes don’t interests you, you can simply skip to the chapters you want to read without losing the ‘plot’ anywhere.After reading the book I did realize that some of the changes are ‘common sense’ (or so I think) and a few of them I already follow in my life or work and they were logical deductions on my own after experimenting and experiencing. I am sure many of you will have the same findings. Nevertheless there are a lot of things that I or you wouldn’t know without reading this book.Complete review on my blog: https://thebookthisweek.wordpress.com...

  • Charmin
    2019-03-10 15:24

    Highlights:1. Meetings: leader speaks last, solicit ideas from others; checklist; reflect- write- share. Seating arrangements (circular vs square).2. Structured set-up: small change to show progress (different color pills for the different phases of protocol)3. Incentives: losing is more persuasive. Separate incentives into categories, miss out (2 distinct). 4. Small Touch: physical touch can create emotional connection w/ retail object. 5. Peak end effect - decide how you feel. Focus on the whole experience (high and low). Enrich the last thing that happened. Welcome gifts. Good-bye gifts. Final thought is positive one.travel back home in style. Memories are positive ones.6. Take a step back before big decision: 7. Negativity bias - customer reviews. Positive review on same time experience today (genuine expression).8. Personal appearance - match dress code of organization (authority or similarity). Both + one level higher. 9. Mistakes of previous mistakes. What they've done wrong, avoid pitfalls vs.What others have done right. Error management - encounter mistakes, now what after (manage the error process). Stumble put immediately right, more confidence that remedies will be made. Customizability of an error. Problem-freed. 10. Implementation intention - the "how" plan, details and time

  • Joe
    2019-03-09 10:30

    The book was very interesting, it including research on changing a few words in tax collection letters can have a significant increase in collection rates. Similar principles can be applied to encourage people to reduce their energy usage.A lot of the techniques were sales focused. I would certainly re-read some of the chapters if I was about to launch a product to enhance my conversions.There are a few techniques that may be useful in an office environment to improve the uptake of new directives or buy-in on a new project.The main takeaways for me are:1) To take a step back before making a purchase. People who do this rather than get too involved in the potential purchase are more likely to make a better buying decision.2) To keep a list of mistakes in business and personal lives to avoid making. Charlie Munger attributed his success to avoiding making silly mistakes that many others make by learning about those, writing them down and reviewing the list prior to key decisions to ensure that none of those mistakes could be made.3) Make the right decision now by imagining my future self and the positive impact that taking the right (sometimes difficult) actions will improve the quality of life for my future self.

  • Debby
    2019-02-17 16:16

    A collection of interesting studies ,in the global world that can be applied to many cases.Yet some of the studies dwell on tactics used in commerce since the start of human interactions and is applied instinctively for years passed down from generation to generation . Some of the samples were repetitive (donations to collages ) ,made me wonder about the credibility of all these collages .....And if any of you have been to an Indian or Turkish carpet shop , first you are welcomed inside ,seated ,offered tea or coffee and then endless carpets are thrown on the floor ,making small talk ,giving enough information on the possible "want buy" carpets .......in many middle eastern restaurants after a meal ,as a surprise bonus either mint tea or sweet dessert is offered " on the house " ......these people did not need big research to make a sale or causing to recommend the place to others or write on travel blogs positively .... just saying .

  • Pawel Szupryczynski
    2019-03-04 09:37

    I have a bit mixed feelings about this one. On one hand it's interesting collection of scientific studies on influencing other people actions and behaviors (not sure how Cialdini fits into this though.. it was not his research, he just gathered the data?) and I even started considering them in various situations. On the other hand the author trapped himself in this Small-Big concept. The Small Changes should implement a Big influence.. and so the chapters on each Change were made very short - couple pages at best. It results in a book that's good for a toilet break reading that seems very superficial. I guess it was not author's plan... The chapters do not collaborate with each other enough and there is definitely lack of a good summary of all techniques.

  • Diana
    2019-03-14 17:09

    I really enjoyed The Small B!g: Small Changes That Spark Big Influence. As the title suggests, it is about influencing people – motivating them, and yourself, to change behaviour, providing useful examples - ideas or techniques and how they were/are applied. It is an easy to read book – the book is organized into 52 short chapters, which, in itself motivated me to pick it up to read when I only had 5-10 minutes to read something. As the chapters are titled as to a situation in where you might want to influence someone or something, you can skip to a relevant topic if needed (and perhaps as a resource). I've already used some techniques (“I'm 10 % there....time elapses....10% more to go”).Disclosure: I received this book free from the Goodreads First Reads.