000			03828cam a22004578i 4500
001			22095643
003			BJBSDDR
005			20231204111708.0
007			ta
008			210622s2022 nju 001 0 eng
010			_a 2021028992
020			_a9781119765042 (cloth)
020			_a1119765048 (cloth)
020			_z9781119765066 (adobe pdf)
020			_z9781119765059 (epub)
040			_aDLC _beng _erda _cDLC
042			_apcc
050	1	4	_aBF 637 _bN832h 2022
082	0	0	_a153.8/52
100	1		_aNordgren, Loran F. _932981
245	1	4	_aThe human element : _bovercoming the resistance that awaits new ideas / _cLoran Nordgren and David Schonthal.
264		1	_aHoboken, New Jersey : _bJohn Wiley & Sons, Inc., _c2022
300			_axii, 236 pages : _billustrations ; _c24 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
500			_aIncludes index.
505	0		_aThe law of attraction: the battle between friction and fuel -- Thinking in fuel: the reasons a fuel-based mindset rules the world -- Inertia: why we stick with what we know -- Overcoming inertia: how to transform a novel idea into a familiar friend -- Effort: why we follow the path of least resistance -- Overcoming effort: how to build aerodynamic ideas -- Emotion why the best ideas produce the most anxiety -- Overcoming emotion: how to quiet the fears that impede progress -- Reactance: why we feel the impulse to resist change -- Overcoming reactance: how to help your audience persuade themselves -- Three case studies.
520			_a"This book offers the readers two essential insights. First, readers will discover the four Frictions that operate against their efforts to influence and innovate. They will come to understand the unexpected reasons why the ideas and initiatives they are most passionate about get rejected. Second, readers will learn how to both identify and disarm these forces of resistance. Even better, the reader will discover how to turn the forces of Friction into winds of change. The insights this book offers are important because, as the authors will show, people have the wrong influence intuitions. The conventional approach to influence and catalyzing change is to add or highlight value -- to explain the benefits or enhance the appeal. They call this the "sizzle syndrome". The conventional approach is, of course, necessary. But it's woefully insufficient. Insufficient because it misses not just half the story, but its most important part. Whenever we want to create change, we must first appreciate and respect the forces operating against us. While we might not see them, they are there, quietly undermining and inhibiting our efforts. When we wrongly attempt to overcome these forces by tacking on sizzle to heighten the appeal we inadvertently (and counterintuitively) intensify the very friction we are trying to overcome. Instead, what is needed is to disarm the forces operating against change. To create change, people need to understand the forces working against them. And here's the exciting thing: once you see the Friction points, you can redesign those very same forces to drive change"-- _cProvided by publisher.
650		0	_aPersuasion (Psychology)
650		4	_aPersuasión (Psicología) _94123
650		0	_aInfluence (Psychology)
650		4	_aInfluencia (Psicología) _94169
650		0	_aDisruptive technologies.
650		4	_aTecnologías disruptivas _919064
700	1		_aSchonthal, David _q(David Alan) _932982
776	0	8	_iOnline version: _aNordgren, Loran F. _tHuman element _dHoboken, New Jersey : Wiley, [2021] _z9781119765066 _w(DLC) 2021028993
906			_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c120259 _d120259