Адам Грант - Подумайте еще раз. Сила знания о незнании

Maria Popova, «How to Criticize with Kindness: Philosopher Daniel Dennett on the Four Steps to Arguing Intelligently», BrainPickings, March 28, 2014, www.brainpickings.org/2014/03/28/daniel-dennett-rapoport-rules-criticism.

Fabrizio Butera, Nicolas Sommet, and Céline Darnon, «Sociocognitive Conflict Regulation: How to Make Sense of Diverging Ideas», Current Directions in Psychological Science 28 (2019): 145–51.

IBM Research Editorial Staff, «Think 2019 Kicks Off with Live Debate between Man and Machine», IBM Research Blog, February 12, 2019, www.ibm.com/blogs/research/2019/02/ai-debate-recap-think-2019; Paul Teich, «IBM Project Debater Speaks to the Future of AI», The Next Platform, March 27, 2019, www.nextplatform.com/2019/03/27/ibm-project-debater-speaks-to-the-future-of-ai; Dieter Bohn, «What It’s Like to Watch an IBM AI Successfully Debate Humans», The Verge, June 18, 2018, www.theverge.com/2018/6/18/17477686/ibm-project-debater-ai.

Conor Friedersdorf, «The Highest Form of Disagreement», The Atlantic, June 26, 2017, www.theatlantic.com/politics/archive/2017/06/the-highest-form-of-disagreement/531597.

Kate A. Ranganath, Barbara A. Spellman, and Jennifer A. Joy-Gaba, «Cognitive ‘Category-Based Induction’ Research and Social ‘Persuasion’ Research Are Each about What Makes Arguments Believable: A Tale of Two Literatures», Perspectives on Psychological Science 5 (2010): 115–22.

Richard E. Petty and Duane T. Wegener, «The Elaboration Likelihood Model: Current Status and Controversies», in Dual-Process Theories in Social Psychology, ed. Shelly Chaiken and Yaacov Trope (New York: Guilford, 1999).

John Biondo and A. P. MacDonald Jr., «Internal-External Locus of Control and Response to Influence Attempts», Journal of Personality 39 (1971): 407–19.

Daniel C. Feiler, Leigh P. Tost, and Adam M. Grant, «Mixed Reasons, Missed Givings: The Costs of Blending Egoistic and Altruistic Reasons in Donation Requests», Journal of Experimental Social Psychology 48 (2012): 1322–28.

Rachel (Penny) Breuhaus, «Get in the Game: Comparing the Effects of Self-Persuasion and Direct Influence in Motivating Attendance at UNC Men’s Basketball Games» (honors thesis, University of North Carolina at Chapel Hill, 2009).

Elliot Aronson, «The Power of Self-Persuasion», American Psychologist 54 (1999): 875–84.

David G. Allen, Phillip C. Bryant, and James M. Vardaman, «Retaining Talent: Replacing Misconceptions with Evidence-Based Strategies», Academy of Management Perspectives 24 (2017): 48–64.

Зарплата — это не морковка, которой заманивают сотрудников, а отражение их ценности для компании. Руководство может мотивировать, создавая значимые должности и предоставляя свободу, зону контроля, ощущение причастности и возможность изменить мир к лучшему. А высокая зарплата — это лишь благодарность.

Paul Graham, «How to Disagree», PaulGraham.com, March 2008, www.paulgraham.com/disagree.html.

Aaron Kozbelt, «Longitudinal Hit Ratios of Classical Composers: Reconciling ‘Darwinian’ and Expertise Acquisition Perspectives on Lifespan Creativity», Psychology of Aesthetics, Creativity, and the Arts 2 (2008): 221–35; Adam Grant, «The Surprising Habits of Original Thinkers», TED Talk, February 2016, www.ted.com/talks/adam_grant_the_surprising_habits_of_original_thinkers.

See Michael Natkin, «Strong Opinions Loosely Held Might Be the Worst Idea in Tech», The Glowforge Blog, May 1, 2019, blog.glowforge.com/strong-opinions-loosely-held-might-be-the-worst-idea-in-tech.

В метаанализе попыток убеждения двусторонние сообщения [ Mike Allen, «Meta-analysis Comparing the Persuasiveness of One-Sided and Two-Sided Messages», Western Journal of Speech Communication 55 (1991): 390–404. ] оказались результативнее односторонних при условии, что была опровергнута основная идея оппонента. Двухсторонние сообщения, изложенные без демонстрации позиции, были менее убедительны, чем односторонние.

Robert J. Cramer, Stanley L. Brodsky, and Jamie DeCoster, «Expert Witness Confidence and Juror Personality: Their Impact on Credibility and Persuasion in the Courtroom», Journal of the American Academy of Psychiatry and Law 37 (2009) 63–74; Harvey London, Dennis McSeveney, and Richard Tropper, «Confidence, Overconfidence and Persuasion», Human Relations 24 (1971): 359–69.

Personal interview with Michele Hansen, February 23, 2018; «The Problem with All-Stars», WorkLife with Adam Grant, March 14, 2018.

The Office, season 3, episode 23, «Beach Games», May 10, 2007, NBC.

Seinfeld, season 5, episode 22, «The Opposite», May 19, 1994, NBC.

Ovul Sezer, Francesca Gino, and Michael I. Norton, «Humblebragging: A Distinct — and Ineffective — Self-Presentation Strategy», Journal of Personality and Social Psychology 114 (2018): 52–74.

Doris Kearns Goodwin, MLB Pro Blog, doriskearnsgoodwin.mlblogs.com.

Personal communications with Daryl Davis, April 10, 2020; Daryl Davis, «What Do You Do When Someone Just Doesn’t Like You?», TEDxCharlottesville, November 2017, www.ted.com/talks/daryl_davis_what_do_you_do_when_someone_just_doesn_t_like_you; Dwane Brown, «How One Man Convinced 200 Ku Klux Klan Members to Give Up Their Robes», NPR, August 20, 2017, www.npr.org/transcripts/544861933; Craig Phillips, «Reformed Racists: Is There Life after Hate for Former White Supremacists?», PBS, February 9, 2017, www.pbs.org/independentlens/blog/reformed-racists-white-supremacists-life-after-hate; The Joe Rogan Experience, #1419, January 30, 2020; Jeffrey Fleishman, «A Black Man’s Quixotic Quest to Quell the Racism of the KKK, One Robe at a Time», Los Angeles Times, December 8, 2016, www.latimes.com/entertainment/movies/la-ca-film-accidental-courtesy-20161205-story.html.

Amos Barshad, «Yankees Suck! Yankees Suck!» Grantland, September 1, 2015, http://grantland.com/features/yankees-suck-t-shirts-boston-red-sox.

Steven A. Lehr, Meghan L. Ferreira, and Mahzarin R. Banaji, «When Outgroup Negativity Trumps Ingroup Positivity: Fans of the Boston Red Sox and New York Yankees Place Greater Value on Rival Losses Than Own-Team Gains», Group Processes & Intergroup Relations 22 (2017): 26–42.

Mina Cikara and Susan T. Fiske, «Their Pain, Our Pleasure: Stereotype Content and Schadenfreude», Annals of the New York Academy of Sciences 1299 (2013): 52–59.

Eduardo Gonzalez, «Most Hated Baseball Team on Twitter?», Los Angeles Times, July 1, 2019, www.latimes.com/sports/mlb/la-sp-most-hated-mlb-teams-twitter-yankees-cubs-dodgers-20190701-story.html.

Hannah Schwär, «Puma and Adidas’ Rivalry Has Divided a Small German Town for 70 Years — Here’s What It Looks Like Now», Business Insider Deutschland, October 1, 2018; Ellen Emmerentze Jervell, «Where Puma and Adidas Were Like Hatfields and McCoys», Wall Street Journal, December 30, 2014, www.wsj.com/articles/where-adidas-and-pumas-were-like-hatfields-and-mccoys-1419894858; Allan Hall, «Adidas and Puma Bury the Hatchet after 60 Years of Brothers’ Feud after Football Match», Daily Telegraph, September 22, 2009, www.telegraph.co.uk/news/worldnews/europe/germany/6216728/Adidas-and-Puma-bury-the-hatchet-after-60-years-of-brothers-feud-after-football-match.html.

Kimberly D. Elsbach and C. B. Bhattacharya, «Defining Who You Are by What You’re Not: Organizational Disidentification and the National Rifle Association», Organization Science 12 (2001): 393–413.

Я знаю как минимум одну фанатку Штеффи Граф, которая ликовала, когда Монику Селеш в 1993 году ударили ножом прямо на корте. В 2019 году на финальных играх НБА Кевин Дюран получил травму, и некоторые фанаты Toronto Raptors торжествовали, тем самым доказав, что даже канадцы способны на жестокость. Один радиоведущий сказал: «Нет такого фаната в профессиональном спорте, который не радовался бы травме соперника, потому что теоретически это упрощает команде путь к победе». При всем уважении, если человека больше волнует исход игры, чем реальные человеческие страдания, то он — социопат. Агрессия простирается и за пределы игрового поля: от Барселоны до Бразилии между фанатами нередки драки. Жульничество тоже процветает, и не только среди игроков и тренеров. Студентам из Государственного университета Огайо платили за участие в эксперименте [ Gavin J. Kilduff et al., «Whatever It Takes to Win: Rivalry Increases Unethical Behavior», Academy of Management Journal 59 (2016): 1508–34. ] и предупредили, что удвоят оплату, если те солгут учащимся из другого университета, а тем в таком случае урежут вознаграждение в два раза. Студентам Мичиганского университета лгали в два раза чаще, чем тем, кто учился в вузах Беркли и Вирджинии.

Michael Diehl, «The Minimal Group Paradigm: Theoretical Explanations and Empirical Findings», European Review of Social Psychology 1 (1990): 263–92.

Dave Hauser ( @DavidJHauser), December 5, 2019, twitter.com/DavidJHauser/status/1202610237934592000.

Philip Furley, «What Modern Sports Competitions Can Tell Us about Human Nature», Perspectives on Psychological Science 14 (2019): 138–55.

Robert B. Cialdini et al., «Basking in Reflected Glory: Three (Football) Field Studies», Journal of Personality and Social Psychology 34 (1976): 366–75.