20, the success or failure effect
It refers to the effect of success and failure after the effort, which is found in the study of gerwelz.His research is that the study material is a set of questions of varying difficulty, which students are free to choose to solve.He found that the more capable students, after solving one problem in a class, would not like to solve another similar problem, and the more complex and difficult problem, in order to explore new solutions, and feel more interested.This is to show the interest of the students, not only from the easy work to succeed, but through their own efforts, to overcome difficulties, to achieve the success of the situation, will feel the inner pleasure and desire to meet.That is the success of the effort.On the other hand, students with poorer abilities often feel frustrated and discouraged if they continue to fail, after too many failures.This is the effect of failure after the effort.Therefore, teachers should help students with strong ability to gradually improve the goal, help students with weak ability to properly lower the goal, in order to fit their ability and experience.
21. overlapping effects：
In a previous memory activity, remember things are similar, it is unfavorable for preservation.This is because the repetition of the same thing, the same nature of things due to mutual inhibition, mutual interference occurred forgotten results.Kohler called the phenomenon“the overlapping effect."We can see that in the study of Chinese characters, foreign words and other materials, we must pay attention to do not put similar things together, so easy to produce overlapping effect.If you want to study together, at least some of the material is very familiar,this may produce assimilation, the unfamiliar material assimilation in the already memorized material
22, the Hedgehog law
"Hedgehog" law can be used to such an interesting phenomenon to image: two sleepy hedgehogs because of the cold and hold together, but also how to sleep uncomfortable, because their body are long thorns, close to the one, but can not sleep peacefully.After a few toss, two hedgehogs pulled away, although outside the cold wind whirring, but they sleep sweet.
The Hedgehog law emphasizes the“psychological distance effect " in interpersonal communication.To apply to the management practice, is the leader if you want to do a good job, should maintain a close relationship with subordinates, but this is the”intimate " relationship, is not far from a close relationship appropriate cooperation.Keep a psychological distance with subordinates, subordinates can avoid preparedness and tension, can reduce subordinates to their own flattery, flattery, gifts, bribes and other acts, can prevent and subordinates called Brother Brothers, eat and drink regardless.This can be done to obtain the respect of subordinates, but also to ensure that there is no loss of principle in the work.A good leader and manager, to do "sparse dense, dense sparse", this is the way to success.
French President Charles de Gaulle
French President Charles de Gaulle is a man who uses the law of the Hedgehog.He has a motto: "Keep a certain distance"!It also profoundly affected his relationships with advisers, think tanks and advisers.In his more than 10 years as president, his secretaries, offices, and private counsellors and think tanks have not been able to work for more than two years.He told the new chief of staff: "I use you for two years, just as people can not take the staff as their own occupation, you can not use the chief of staff as their own occupation."This is what de Gaulle says.This provision was made for two reasons: first, in his view, mobility was normal and fixation was not normal.This is affected by the practice of troops, because the army is mobile and there is no army that is always fixed in one place.The second is that he doesn't want "these people" to become his " inseparable people."This shows that de Gaulle is a leader who lives largely by his own thinking and determination, and he does not allow those around him to be perpetually inseparable.Only mobilization, in order to maintain a certain distance, but only to maintain a certain distance, to ensure that advisers and staff thinking and determination with freshness and vigor, and also can put an end to the long-standing advisers and staff members use the name of the president and the government to engage in malpractice.
De Gaulle's approach was thought-provoking and admirable.There is no sense of distance, leadership decisions rely too much on the secretary or a few people, easy to make think tank staff to do politics, and then make these people under the guise of leadership, for personal gain, and finally pull the leading cadres into the water, the consequences are very dangerous.Two-phase comparison, or to maintain a certain distance.
General Electric
Mr. Stone, the former president of General Electric, has been very vocal in his work on the Hedgehog theory, especially in the treatment of middle-and senior-level managers.In the workplace and the treatment issues, Stone never skimp on the care of the managers, but in the work time, he never asked the managers to come home, they never accept the invitation.It is this management that maintains a modest distance, making the general business can be high Sesame flowering steadily.Keep a distance from your employees, and neither will you be high above them, nor will you be confused with your employees.This is an optimal state of management.Distance is maintained by a certain principle, which is common to all: it can constrain the leader himself, and it can constrain the staff.Master this principle, also mastered the secret of successful management.
23, herd effect, herd effect
Herd effect (conformity): herd effect refers to people consciously unconsciously to the majority of people's views as a criterion, to make judgments, the formation of the psychological process of change impression.
This refers to the individual as an audience in the information accepted by the majority of people with consistent psychological and behavioral responses tendencies.The crowd is in line with people's mind and popular.It is not only unpopular, but also evil.For example, on the rolling road, a car driver against the road; on the battlefield of bullets, a group of soldiers strayed into the enemy area; all the people watching the theater, an audience suddenly hysterical shouting...... the public almost all hate the deviant, even to attack him.
Herd effect as a psychological concept, refers to the individual in real or imagined group pressure, in cognition or action to the majority of people or authority figures behavior as a criterion, and then in the behavior of efforts tend to be consistent with the phenomenon.The herd effect includes both ideological and behavioral herd.The effect of congregation is not good or bad in itself, and its effect depends on what problems and situations generate congregation behavior, and it manifests itself in two ways：
One is the positive effect of the positive effect of the herd；
The second is to have a negative effect of the negative effect of the herd.
The positive herd effect can motivate each other, make a courageous move, help to establish a good social atmosphere and enable individuals to achieve psychological balance, and vice versa.
There was an experiment:a university held a special event, invited the German chemist to show some of the volatile liquid he had recently invented.When the host will be full of bearded“German chemist”introduced to the ladder teachers in the students, the chemist with a husky voice to the students said: "I have recently developed a strong volatile liquid, now I want to experiment, to see how long to volatilize from the podium to the whole classroom, where the smell of a little taste, immediately raiseHe said, he opened the sealed bottle stopper, let transparent liquid volatilization......in a moment, the back of the students, the front of the students, the middle of the students have raised their hands.In less than two minutes, all the students raised their hands.
At this time, the“chemist " pulled off his beard and sunglasses, he turned out to be the school's German teacher.“I have distilled water here, " he said, laughing.”
This experiment, vividly illustrates the crowd effect between classmates-see others raise their hands, but they are not lying, but by the”chemist " verbal cues and other students raised their hands behavior implies that it really seems to smell a smell, so raised his hand.
Pitfalls in negotiations-herd effect
First of all, for any“hot”are calm, do hot deals are likely to quickly become "cold" psychological preparation, quickly set up stop loss, once the hot cold, close stop loss, immediately shot.Be patient before we make a big deal and take the time to do a lot of market research, field trips and analysis.Resist the temptation to strike a deal quickly.Then, for the hot spot we have to focus on long-term interests, be wary of those based on the”early approach, early profit " concept of the transaction.
In front of a flock of sheep put a cross stick, the first sheep jumped in the past, second, third will follow the jump over;then, put the stick removed, behind the sheep, come here, still like the sheep in front of the same, jump up, although the stick is not in the way, this is the so-called“Sheep effect " also called.