Простой сложный разговор. Модель легкого и эффективного общения - Элисон Вуд Брукс
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“Behavior: The Art of Not Listening,” Time, January 24, 1969; Janet B. Bavelas, Linda Coates, and Trudy Johnson, “Listeners as Co-narrators,” Journal of Personality and Social Psychology 79.6 (2000): 941.
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Julia A. Minson et al., “Eliciting the Truth, the Whole Truth, and Nothing But the Truth: The Effect of Question Phrasing on Deception,” Organizational Behavior and Human Decision Processes 147 (2018): 76–93; Alison Wood Brooks and Leslie K. John, “The Surprising Power of Questions,” Harvard Business Review 96, no. 3 (2018): 60–67.
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Tal Eyal, Mary Steffel, and Nicholas Epley, “Perspective Mistaking: Accurately Understanding the Mind of Another Requires Getting Perspective, Not Taking Perspective,” Journal of Personality and Social Psychology 114, no. 4 (2018): 547.
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Eric Hedin, “Asking Questions and Human Exceptionalism,” Evolution News, August 7, 2023.
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Lindsay Stern, “What Can Bonobos Teach Us about the Nature of Language?” Smithsonian Magzine, July 2020.
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Huang et al., “It Doesn’t Hurt to Ask”; Michael Yeomans et al., “It Helps to Ask: The Cumulative Benefits of Asking Follow-Up Questions,” Journal of Personality and Social Psychology 117, no. 6 (2019): 1139–44; Di Stasi, Brooks, and Quoidbach, “Asking Open-Ended Questions”; Brooks and John, “Surprising Power of Questions”; Grant E. Donnelly, Hanne Collins, and Alison Wood Brooks, “How Prisoner Apologies Influence Parole Decisions” (в работе).
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Stav Atir, Kristina A. Wald, and Nicholas Epley, “Talking with Strangers Is Surprisingly Informative,” Proceedings of the National Academy of Sciences 119, no. 34 (2022): e2206992119.
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Di Stasi, Brooks, and Quoidbach, “Asking Open-Ended Questions.”
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Huang et al., “It Doesn’t Hurt to Ask.”
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Huang et al., “It Doesn’t Hurt to Ask.”
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Di Stasi, Brooks, and Quoidbach, “Asking Open-Ended Questions”; Huang et al., “It Doesn’t Hurt to Ask.”
145
Huang et al., “It Doesn’t Hurt to Ask.”
146
Robin M. Hogarth, Tomás Lejarraga, and Emre Soyer, “The Two Settings of Kind and Wicked Learning Environments,” Current Directions in Psychological Science 24, no. 5 (2015): 379–85.
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Huang et al., “It Doesn’t Hurt to Ask.”
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Einav Hart, Eric M. VanEpps, and Maurice E. Schweitzer, “The (Better Than Expected) Consequences of Asking Sensitive Questions,” Organizational Behavior and Human Decision Processes 162 (2021): 136–54.
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Einav Hart, Eric M. VanEpps, and Maurice E. Schweitzer, “The (Better Than Expected) Consequences of Asking Sensitive Questions,” Organizational Behavior and Human Decision Processes 162 (2021): 136–54.
150
Tami Kim, Kate Barasz, and Leslie K. John, “Consumer Disclosure,” Consumer Psychology Review 4, no. 1 (2021): 59–69; Li Jiang et al., “Fostering Perceptions of Authenticity via Sensitive Self-Disclosure,” Journal of Experimental Psychology: Applied 28, no. 4 (2022): 898.
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Susan Sprecher, “Closeness and Other Affiliative Outcomes Generated from the Fast Friends Procedure: A Comparison with a Small-Talk Task and Unstructured Self-Disclosure and the Moderating Role of Mode of Communication,” Journal of Social and Personal Relationships 38, no. 5 (2021): 1452–71; Arthur Aron et al., “The Experimental Generation of Interpersonal Closeness: A Procedure and Some Preliminary Findings,” Personality and Social Psychology Bulletin 23, no. 4 (1997): 363–77.
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Deepak Malhotra and Max Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (New York: Bantam Books, 2007).
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Победительница скромно вернула мне деньги после занятия (понимая, что преподаватель не может раздавать денежные призы). Настоящая награда — победа в игре.
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Di Stasi, Brooks, and Quoidbach, “Asking Open-Ended Questions.”
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Minson et al., “Eliciting the Truth, the Whole Truth.”
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Michael Yeomans and Alison Wood Brooks, “Topic Preference Detection in Conversation: A Novel Approach to Understand Perspective Taking” (в работе).
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Huang et al.,“It Doesn’t Hurt to Ask.”
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Huang et al.,“It Doesn’t Hurt to Ask.”
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Валидация в психологии — понимание и принятие переживаний, мыслей и поступков другого человека. Прим. ред.
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Monica Lewinsky, interview by Barbara Walters, March 3, 1999, https://www.youtube.com/watch?v=vUUATD_pfYE.
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Huang et al.,“It Doesn’t Hurt to Ask.”
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Brooks and John, “Surprising Power of Questions”; Chris Orlob, “4 Tips for Nailing Your Sales Discovery Calls,” Gong, June 18, 2017.
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Alison Wood Brooks and Michael Yeomans, “Boomerasking: Answering Your Own Questions” (в работе).
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Исследования Gong также показывают, что самые успешные торговые представители, как правило, распределяют свои вопросы равномерно в течение телефонного разговора, с постоянными уточняющими вопросами, в то время как среднестатистические торговцы выдают все свои вопросы уже в начале разговора.
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Minson et al., “Eliciting the Truth, the Whole Truth.”
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Гарри Стайлз — популярный английский певец и актер. Прим. ред.
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Daniel L. Ames and Susan T. Fiske, “Perceived Intent Motivates People to Magnify Observed Harms,” Proceedings of the National Academy of Sciences 112, no. 12 (2015): 3599–605.
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Di Stasi, Brooks, and Quoidbach, “Asking Open-Ended Questions.”
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Anita Pomerantz, “Offering
