Разорви шаблон! Вайзман Ричард
Чтобы повысить самооценку и уверенность в себе, примите властную позу. Если сидите, откиньтесь назад на спинку, запрокиньте голову и скрестите руки на затылке. Если стоите, поставьте ноги параллельно друг другу, отведите плечи назад, грудь выпятите вперед и держите руки перед собой.
Инертность: «Сделайте первый шаг» Чтобы преодолеть инертность, ведите себя так, словно вам интересно делать то, что вы должны сделать. Оделите всего несколько минут осуществлению первого этапа дела, которого избегаете, и вы внезапно почувствуете жгучее желание поскорее его завершить.
Креативность: «Мыслите открыто»
Если вам требуются новые идеи, попробуйте вести себя по-новому. Некоторое время походите, но так, чтобы ваш путь был извилистым и непредсказуемым. Если это не помогает пробудить творческие способности, попытайтесь действовать артистично, например нарисовав картину или создав скульптуру.
Убеждение: «Заставьте кивать»
Ученые обнаружили, что, если во время разговора люди качают головой вверх и вниз (как будто кивают, соглашаясь с аргументами), они скорее принимают точку зрения оппонента. Если хотите, чтобы человек с вами согласился, слегка кивайте головой в разговоре с ним. Собеседник станет непроизвольно повторять за вами это движение и в конечном счете, неожиданно для себя, склонится к вашему мнению.
Переговоры: «Горячий чай и мягкие кресла»
Когда люди испытывают душевную теплоту, им становится тепло и физически. Справедливо также и то, что, если человека согреть восхитительной чашкой чая, он станет более дружелюбным. А жесткая мебель в сознании людей ассоциируется с жестким характером. В процессе одного исследования ученые усаживали подопытных либо на жесткие деревянные стулья, либо в мягкие просторные кресла – и поручали провести переговоры с незнакомым человеком о покупке подержанной машины. Сидевшие на жестких стульях предлагали заниженную цену и в целом проявляли меньшую гибкость.
Чувство вины: «Смойте с себя грехи»
Если вас мучают угрызения совести, попробуйте вымыть руки или принять душ. Несколько экспериментов показали, что люди, совершившие аморальный поступок и после этого вымывшие руки антисептическим средством, испытывали значительно меньшие муки совести, нежели другие.
Благодарности
В первую очередь хочу поблагодарить Университет Хартфордшира за помощь в моей работе в течение всех этих лет. Благодарю Клайва Джеффриса и Эмму Грининг за правку ранних черновиков рукописи, а также моего агента Патрика Уолша и редакторов Джона Батлера и Милли-сент Беннетт, без поддержки и профессиональных советов которых эта книга не увидела бы свет. Кроме того, выражаю особую признательность моей замечательной коллеге, товарищу и партнеру Каролин Уотт. Наконец, хотелось бы поблагодарить всех тех многочисленных ученых, которые посвятили свою трудовую деятельность изучению принципа «как если бы», в том числе Дарила Бема, Джеймса Д. Лэйрда, Стэнли Шехтера, Артура Арона и, конечно же, непревзойденного гения Уильяма Джеймса.
Примечания
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