Alquran thinking and reasoning styles pt 1 of 2

THINKING STYLE IN THE AL
QURAN
pt 1 OF 2

POWERPOINT TELAH DISEDIAKAN UNTUK ISMA
CAW. KUANTAN OLEH AHLI ISMA CAW.
KUANTAN UNTUK DIMANFAATKAN OLEH
MUSLIMIN DAN MUSLIMAT YANG MERASAKAN
BAHAWA ILMU YANG DISAMPAIKAN INI
BERMANFAAT .
TERUSKAN USAHA GIGIH BERDAKWAH SECARA
SUNNAH , BERJEMAAH , TELUS , DAN
BERSISTEMATIK
TERIMA KASIH KEPADA
SAHABAT-SHABAT YANG TELAH MEMBERI
SEMANGAT DAN KEINGINAN
UNTUK MENCARI HIKMAH YANG HILANG

ISLAMIC THINKING STYLES
•THEORIES ON MOTIVATION
AND BELIEFS
•THEORIES OF REASONINGS

Theories about motivation
Theories about belief
Theories about how we think about ourselves
Theories about attribution
Theories about behavior
Theories about groups
Theories about conforming
Theories about forecasting
Principles of war
Theories about decision-making
Theories about being contrary
Theories about persuasion
Techniques for Changing Minds
Change Management

Theories about motivation
Acquired Needs Theory: we seek power, achievement or affiliation.
Activation Theory: We have a need for arousal.
Affect Perseverance: Preference persists after disconfirmation.
Attitude-Behavior Consistency: factors that align attitude and behavior.
Attribution Theory: we need to attribute cause, that supports our ego.
Cognitive Dissonance: non-alignment is uncomfortable.
Cognitive Evalution Theory: we select tasks based on how doable they
are.
Consistency Theory: we seek the comfort of internal alignment.
Control Theory: we seek to control the world around us.
Disconfirmation bias: Agreeing with what supports beliefs and vice
versa.
Drive Theory: We seek to satisfy needs.
Endowed Progress Effect: Progress is motivating.
ERG Theory: We seek to fulfill needs of existence, relatedness and
growth.

Theories about motivation……contd
Escape Theory: We seek to escape uncomfortable realities.
Expectancy Theory: We are motivated by desirable things we expect
we can achieve.
Extrinsic Motivation: external: tangible rewards.
Goal-Setting Theory: different types of goals motivate us differently.
Intrinsic Motivation: internal: value-based rewards.
Investment Model: our commitment depends on what we have
invested.
Opponent-Process Theory: opposite emotions interact.
Placebo Effect: We believe and respond to fakes.
Positive Psychology: What makes us happy.
Reactance Theory: discomfort when freedom is threatened.
Self-Determination Theory: External and internal motivation.
Self-Discrepancy Theory: we need beliefs to be consistent.
Side Bet Theory: aligned side-bets increase commitment to a main bet.
The Transtheoretical Model of Change: Stages in changing oneself.

Teori-teori tentang motivasi
• Teori Sindrom Keperluan: kita mendapatkan kuasa, pencapaian atau gabungan .
• Teori Pengaktifan : Kami mempunyai keperluan untuk rangsangan .
• Kesan Ketabahan: Keutamaan berterusan selepas disconfirmation .
• Ketekalan Sikap - Kelakuan: faktor-faktor yang menyelaraskan sikap dan tingkah laku.
• Teori Pengiktirafan: kita perlu akui sebab, yang menyokong ego.
• Kognitif percanggahan : non-blok tidak selesa.
• Teori Kognitif penilaian rakan sebaya : kita pilih tugas-tugas berdasarkan bagaimana boleh dilakukan mereka.
• Teori Ketekalan : kita mencari keselesaan penjajaran dalaman.
• Teori Kawalan : kami berusaha untuk mengawal dunia di sekeliling kita .
• Disconfirmation berat sebelah : Bersetuju dengan apa yang menyokong kepercayaan dan sebaliknya.
• Teori Drive: Kami berusaha untuk memenuhi keperluan .
• Kesan Kemajuan Kusi : Kemajuan motivasi .
• Teori ERG : Kami berusaha untuk memenuhi keperluan kewujudan, keberhubungan dan pertumbuhan.
• melarikan diri Teori: Kami berusaha untuk melarikan diri realiti tidak selesa.
• Teori Jangka : Kami adalah didorong oleh perkara yang wajar kita mengharapkan kita boleh mencapai
• Motivasi ekstrinsik : luar: ganjaran ketara.
• Teori Matlamat -Menetapkan : jenis matlamat mendorong kita berbeza.
• Motivasi Intrinsik : dalaman : ganjaran berasaskan nilai.
• Model Pelaburan: komitmen kita bergantung kepada apa yang kita telah melabur.
• Teori Lawan - Proses: emosi bertentangan berinteraksi.
• Kesan Placebo : Kami percaya dan bertindak balas terhadap palsu.
• Psikologi Positif: Apa yang membuatkan kita gembira .
• Teori regangan : ketidakselesaan apabila kebebasan terancam.
• Teori Penentuan sendiri - : motivasi luaran dan dalaman .
• Teori sendiri Percanggahan - : kita perlu kepercayaan untuk menjadi konsisten.
• Teori Bet sampingan: sejajar sampingan pertaruhan meningkatkan komitmen untuk pertaruhan utama.
• Model Transtheoretical Perubahan : Peringkat dalam mengubah diri sendiri.

Theories about belief
Automatic Believing: we initially believe everything; then we think.
Belief Bias: We accept things that fit into our belief systems.
Belief Perseverance: once formed, a belief will persist.
Conversion: beliefs can change suddenly when we see the light.
Disconfirmation bias: Agreeing with what supports beliefs and vice
versa.
Fowler's Faith Stage Theory: stages of different levels of religious belief.
Just-world phenomenon: Good and bad will be rewarded and
punished.
Placebo Effect: We believe and respond to fakes.
Polarization: Taking increasingly extreme views.
Schema: we believe our internal models are accurate.
Selective Perception: we see things through beliefs, not as they really
are.
Source Credibility: Who we are likely to believe.

Teori mengenai kepercayaan
• Automatik Percaya: kami pada mulanya percaya semua; maka kita berfikir.
• Bias Kepercayaan: Kami menerima perkara-perkara yang dimuatkan ke dalam
sistem kepercayaan kita.
• Kepercayaan Ketabahan: sebaik sahaja ditubuhkan, kepercayaan yang akan
berterusan.
• Penukaran: kepercayaan boleh menukar tiba-tiba apabila kita melihat cahaya.
• Disconfirmation berat sebelah: Bersetuju dengan apa yang menyokong
kepercayaan dan sebaliknya.
• Iman Teori Peringkat Fowler ini: peringkat tahap yang berbeza kepercayaan
agama.
• Fenomena Hanya di dunia: Baik dan buruk akan diberi ganjaran dan dihukum.
• Kesan Placebo: Kami percaya dan bertindak balas terhadap palsu.
• Polarisasi: Mengambil pandangan semakin melampau.
• Skema: kami percaya model dalaman kami adalah tepat.
• Persepsi terpilih: kita melihat benda-benda melalui kepercayaan, bukan kerana
mereka sebenarnya.
• Kredibiliti Sumber: Siapa kita cenderung untuk mempercayai.

Theories about how we think about ourselves
Below-Average Effect: We sometimes think we are below average in some
respects.
Ben Franklin Effect: when we do a favor, we like them even more.
Bias Blind Spot: We do not compensate enough for our own bias.
Choice-supportive bias: Distorting memories to make decisions seem good.
Cognitive Appraisal Theories of Emotion: we decide feelings after interpreting
events.
Discounting: we underestimate less evident causes of behavior.
Durability bias: we over-estimate how long emotions will last.
Illusion of asymmetric insight: We think we understand others better than
they understand us.
Interview Illusion: after a quick discussion, we believe we can predict many
behaviors.
Lake Wobegon effect: We over-estimate our abilities, esp. compared with
others.
Looking-glass Self: we see ourselves through the eyes of others.
Personal Validation Fallacy: We agree with general positive descriptors of us.
Social Comparison Theory: we learn about ourselves by comparing with

Teori-teori tentang bagaimana kita berfikir tentang diri kita
Di bawah -rata Kesan: Kami kadang-kadang rasa kita adalah di bawah purata dalam beberapa hal .
Franklin Kesan Ben : apabila kita melakukan nikmat, kita suka mereka lebih .
Berat Sebelah Buta Spot : Kami tidak mengimbangi cukup untuk berat sebelah kita sendiri.
Pilihan - berat sebelah menyokong : memutarbelitkan kenangan untuk membuat keputusan seolah-
olah baik.
Kognitif Penilaian Teori Emosi : kita membuat keputusan perasaan kita selepas. mentafsirkan
peristiwa-peristiwa .
Diskaun : kita memandang rendah sebab kurang jelas tingkah laku.
Ketahanan berat sebelah : kita lebih- anggaran bagaimana emosi lama akan berlangsung.
Illusion wawasan simetri : Kita fikir kita memahami orang lain lebih baik daripada mereka
memahami kita .
Illusion Wawancara: selepas perbincangan cepat, kami percaya bahawa kami boleh meramalkan
pelbagai tingkah laku.
Kesan Lake Wobegon : Kami lebih- menganggarkan kebolehan kita, terutamanya berbanding dengan
orang lain.
Self Melihat - kaca: kita melihat diri kita melalui mata orang lain.
Pengesahan Kekeliruan Peribadi: Kami bersetuju dengan perihalan positif umum daripada kita.
Teori Perbandingan Sosial: kita belajar tentang diri kita dengan membandingkan dengan orang lain.
Teori sendiri Persepsi - : kita membuat kesimpulan perasaan kita daripada apa yang kita lakukan.
Self- Pemantauan Kelakuan : kita dipengaruhi oleh bagaimana orang lain melihat kita .
Teori Dua- Faktor Emosi : Kami simpulkan sifat kita daripada apa yang kita lakukan dan rasa.

Theories about attribution
Actor-Observer Difference: we see others' behavior caused by disposition, ours by
situation.
Attribution Theory: we need to attribute cause, that supports our ego.
Clustering Illusion: Seeing patterns where there are none.
Correspondence Bias: We over-estimate dispositional factors over situational factors.
Covariation Model: we look for similarities to narrow down attribution in others.
Correspondent Inference Theory: we assume unusual acts are due to disposition
Fundamental Attribution Error: we overestimate dispositional factors.
Just-world phenomenon: Good and bad will be rewarded and punished.
Locus of Control: Control lies within me or is external.
Out-Group Homogeneity: we see out-group people as 'all the same'.
Overjustification Effect: we attribute too externally for some events.
Perceptual Salience: we over-estimate important of available information.
Positivity Effect: we make situational attribution for those we like.
The Pratfall Effect: Being clumsy makes you likeable.
Scapegoat Theory: we like having someone else to blame.
Self-Serving Bias: we take credit for success and deny failure.
Stereotypes: we classify people in broad groups.
Ultimate Attribution Error: we assume broad groups have similar disposition.

Teori-teori tentang sifat
• Pelakon- Pemerhati Perbezaan: kita lihat tingkah laku orang lain yang disebabkan oleh pelupusan,
kita dengan keadaan.
• Teori Pengiktirafan: kita perlu akui sebab, yang menyokong ego.
• Illusion Kelompok : Melihat corak di mana terdapat tidak ada.
• Surat-menyurat Bias : Kami lebih- menganggarkan faktor dispositional lebih faktor-faktor keadaan.
• Covariation Model: kita mencari persamaan dengan menyempitkan attribution pada orang lain.
• Koresponden Teori kesimpulan : kita menganggap perbuatan yang luar biasa adalah disebabkan
oleh pelupusan
• Asas Ralat Attribution : kami harga yg terlalu tinggi faktor dispositional .
• Fenomena Hanya di dunia : Baik dan buruk akan diberi ganjaran dan dihukum.
• Locus Kawalan : Kawalan di dalam diri saya atau luar.
• Luar Kumpulan kehomogenan : kita lihat orang di luar kumpulan sebagai ' semua yang sama .
• Kesan Overjustification : kami sifatkan terlalu luaran untuk beberapa peristiwa .
• Persepsi Pentingnya : kita lebih- anggaran penting maklumat yang ada.
• Kesan positiviti : kami membuat atribusi situasi bagi mereka yang kita suka.
• Kesan Pratfall : Sebagai kekok membuat anda disukai.
• Teori kambing hitam : kita suka mempunyai orang lain untuk menyalahkan.
• Bias sendiri Berkhidmat : kita mengambil kredit untuk kejayaan dan menafikan kegagalan.
• Stereotaip : kita mengelaskan orang dalam kumpulan besar .
• Ultimate Attribution Ralat: kita menganggap kumpulan besar mempunyai pelupusan sama.

Theories about behavior
Classical Conditioning: a repeated stimulus will trigger associated
event.
Control Theory: we seek to control the world around us.
Deindividuation: losing our sense of self.
Ego Depletion: Controlling urges is exhausting.
Extended Parallel Process Model: threat leads to danger- or fear-
control.
Fatigue: The effects of tiredness.
Frustration-Aggression Theory: when stopped from reaching goal,
people turn to aggression.
Non-Verbal Behavior: we communicate hugely without words.
Operant Conditioning: behavior + reward = more behavior (and vice
versa).
Rationalization Trap: dissonance reduction leads to silly or immoral
actions.
Reactance Theory: prevention of action leads to action (to prove

Teori mengenai kelakuan
• hawa klasik : rangsangan yang berulang akan mencetuskan peristiwa yang berkaitan.
• Teori Kawalan : kami berusaha untuk mengawal dunia di sekeliling kita .
• Deindividuation : kehilangan rasa kita sendiri .
• Ego Susutan : Mengawal menggesa adalah meletihkan .
• Lanjutan Proses Selari Model: ancaman membawa kepada bahaya atau takut -
kawalan.
• Keletihan : Kesan keletihan.
• Teori Kekecewaan Pencerobohan : apabila berhenti dari matlamat mencapai , orang
beralih kepada pencerobohan.
• Kelakuan Bukan Lisan : kita berkomunikasi sangat tanpa kata-kata .
• Operan hawa : tingkah laku + pahala = tingkah laku yang lebih (dan sebaliknya ).
• Perangkap Rasionalisasi : pengurangan percanggahan membawa kepada tindakan
bodoh atau tidak bermoral.
• Teori regangan : pencegahan tindakan membawa kepada tindakan ( untuk
membuktikan kawalan).
• Teori Konflik realistik : sumber yang terhad membawa kepada konflik.
• Sindrom Stockholm: menjadi dilampirkan kepada menangkap .
• Teori Interaksi Simbolik : kita berinteraksi dengan makna simbol-simbol .

Theories about groups
The pressure to conform
Epistemological Weighting Hypothesis: conformance depends on how
closely our norms match group norms.
Conversion Theory: Minorities can convert majority people.
Group Locomotion Hypothesis: members are motivated to achieve
group goals.
Groupthink: maintenance of group cohesion becomes all-important.
Normative Social Influence: basic group need forces us to conform.
Politeness Theory: we are nice where respect is needed (& vice versa).
Roles: we conform with shared expectations of behavior.
Social Impact Theory: conformance increases with importance,
immediacy and number of others.
Social Norms: groups have rules that must be followed.
Pluralistic Ignorance: sometimes most people disagree with a group
norm, but nobody speaks out.
In-group vs. out-group
In-Group Bias: we give group members preferential treatment.

Theories about groups….contd
Hostile Media Phenomenon: opposed groups see neutral people as biased.
Linguistic Inter-group Bias: Varying abstraction in communication.
Minority Influence: groups tolerate minorities, who should stick together.
Out-Group Homogeneity: seeing non-group people as 'all the same'.
Making decisions
Group Polarization Phenomenon: groups are more extreme in decisions.
Groupthink: maintenance needs leads to limited or blikered decisions.
Persuasive Arguments Theory: to sway others in group, arguments tend
to be extreme.
Risky Shift Phenomenon: groups take either more or less extreme risks.
Other group behavior
Deindividuation: losing our sense of self in the crowd.
Group Attribution Error: groups attribute much like individuals do.
Minimum Group Theory: when in any group, people use group behavior.
Leader-Member Exchange Theory: leaders and members create tacit
agreements.
Small World Theory: Six hops to anyone in the world.

Teori-teori tentang mematuhi
Berikut adalah teori-teori akademik tentang bagaimana kita berusaha untuk menepati dengan orang lain.
• Kesan persetujuan : Kami menjawab lebih positif daripada negatif.
• Kesan pengamat : semakin banyak penonton, yang kurang besar kemungkinan ia adalah salah satu akan membantu.
• Komitmen : kami berasa bertanggungjawab untuk melengkapkan komitmen awam.
• Komunikasi Teori Penginapan: kita morph menjadi seperti orang lain.
• epistemologi Pemberat Hipotesis : pematuhan bergantung kepada berapa rapat kumpulan norma norma perlawanan
kami .
• Kumpulan pergerakan Hipotesis : ahli bermotivasi untuk mencapai matlamat kumpulan.
• groupthink : penyelenggaraan kumpulan mereka menjadi sangat penting.
• Pengurusan Jejak : kami berkelakuan baik apabila kita sedang menonton.
• Pengaruh Sosial Bermaklumat : apabila kita tidak tahu apa yang perlu dilakukan , kami menyalin orang lain.
• Fenomena Hanya di dunia : Baik dan buruk akan diberi ganjaran dan dihukum.
• Pengaruh Sosial Normatif : keperluan asas kumpulan memaksa kita untuk mematuhi .
• Kesan Placebo : Kami percaya dan bertindak balas terhadap palsu.
• Kejahilan majmuk : kadang-kadang kebanyakan orang tidak bersetuju dengan norma kumpulan, tetapi tiada siapa yang
bercakap di luar .
• Teori Kesopanan : kita bertindak sopan atau kasar bergantung kepada sama ada kita mengambil berat .
• kesalingan Norm : kita perlu kembali memihak sama lain .
• Peranan : kita menepati jangkaan berkongsi tingkah laku.
• Self- Memenuhi Nubuatan : bertindak bagaimana kita dirawat.
• Self- Pemantauan Kelakuan : kita dipengaruhi oleh bagaimana orang lain melihat kita .
• Sosial kebaikan Bias : kita mengikuti peraturan sosial apabila kita menonton .
• Teori Kesan Sosial : bagaimana sikap kita bergantung kepada berapa banyak dan lain-lain menonton.
• Pengaruh Sosial: Bagaimana kita dipengaruhi oleh orang lain.
• Teori Pembelajaran Sosial: kita belajar banyak dengan menonton orang lain, berfikir, kemudian cuba keluar.
• Norma Sosial: kumpulan mempunyai peraturan yang mesti diikuti .
• Spiral Teori Senyap: kita berdiam jika kita adalah minoriti (dan sebaliknya ).
• Sindrom Stockholm: menjadi dilampirkan kepada menangkap .
• Teori Convergence simbolik : Mencari komuniti perjanjian.

Theories about forecasting..
how we seek to predict the future around people.
Clustering Illusion: Seeing patterns where there are none.
Dilution Effect: information about others reduces stereotyping.
Expectancy Violations Theory: our expectations of others' behavior, eg. body space.
False Consensus Effect: we overestimate how much people agree with us.
Halo Effect: we generalize judgment across traits.
Implicit Personality Theory: we generalize expectation from a few central. traits.
Information Manipulation Theory: Breaking one of the four conversational maxims
to persuade.
Interpersonal Expectancy Effect: Action is based on how we expect others to behave.
Interview Illusion: after a quick discussion, we believe we can predict many behaviors.
Outcome Dependency: we are optimistic about others when we need them
to cooperate.
Out-Group Homogeneity: we see out-group people as 'all the same'.
Planning Fallacy: We underestimate how long things will take.
Planned Behavior Theory: the best predictors of deliberate behavior.
Reciprocity Norm: expecting others to return our favors.
Stereotypes: we classify people in broad groups.
Social Exchange Theory: comparing give and take in relationships.
Ultimate Attribution Error: we assume broad groups have similar disposition.

Teori-teori tentang ramalan… tentang bagaimana kita untuk meramalkan masa depan pihak.
• Illusion Kelompok : Melihat corak di mana terdapat tidak ada.
• Kesan Pencairan : maklumat mengenai orang lain mengurangkan stereotaip.
• Pelanggaran Jangka Teori : kita mempunyai jangkaan tingkah laku orang lain, contohnya . ruang
badan.
• Kesan Konsensus palsu : kita harga yg terlalu tinggi berapa banyak orang bersetuju dengan kita
.
• Kesan Halo: kita umum penghakiman seluruh sifat-sifat .
• Teori Personaliti Tersirat : kita umum jangkaan dari pusat beberapa. sifat-sifat .
• Teori Manipulasi Maklumat: Breaking salah satu daripada empat maksim perbualan untuk
memujuk.
• Kesan Jangka interpersonal : Tindakan adalah berdasarkan kepada bagaimana kita
mengharapkan orang lain untuk bertindak.
• Illusion Wawancara: selepas perbincangan cepat, kami percaya bahawa kami boleh
meramalkan pelbagai tingkah laku.
• Kebergantungan Hasil : kami yakin mengenai orang lain apabila kita memerlukan mereka
untuk bekerjasama.
• Luar Kumpulan kehomogenan : kita lihat orang di luar kumpulan sebagai ' semua yang sama .
• Kekeliruan Perancangan: Kami memandang rendah bagaimana perkara-perkara lama akan
mengambil.
• Teori Kelakuan yang dirancang : peramal terbaik tingkah laku yang disengajakan.
• kesalingan Norm : mengharapkan orang lain untuk kembali nikmat kami.
• Stereotaip : kita mengelaskan orang dalam kumpulan besar .
• Teori Pertukaran Sosial: membandingkan memberi dan menerima dalam perhubungan.
• Ultimate Attribution Ralat: kita menganggap kumpulan besar mempunyai pelupusan sama.

Principles of war
•
In warfare, driving principles which indicate basic ideas by which war is
prosecuted.
Confusion: Make it so they do not know which way to turn.
Demoralization: Make it so they do not want to fight.
Disabling: Removing enemy capability.
Discipline: Train your troops.
Division: Divide and conquer.
Distraction: Make them look the other way.
Fear: Make it so they are afraid to fight you.
Generosity: Be kind to them so they are kind in return.
Intelligence: The side that knows most wins.
Overwhelm: Show and use far greater force.
Provocation: Make them angry so they act impetuously.
Sacrifice: Pay a high price for a high return.
Seamlessness: Present no chink in your armor.
Speed: Be quicker than them. Be able to react fast.

Prinsip perang
Dalam peperangan, beberapa prinsip memandu boleh diperolehi yang
menunjukkan arah aliran maklumat yang mana peperangan didakwa.
Kekeliruan: Jadikan supaya mereka tidak tahu yang cara untuk menghidupkan.
Kemerosotan akhlak: Jadikan jadi mereka tidak mahu untuk berperang.
Melumpuhkan: Mengeluarkan keupayaan musuh.
Disiplin: Melatih pasukan anda.
Bahagian: Pecah dan menakluk.
peralihan perhatian: Buat mereka melihat cara yang lain.
Takut: Jadikan supaya mereka takut untuk memerangi kamu.
Kemurahan hati: Prihatin kepada mereka supaya mereka adalah jenis sebagai
balasan.
Risikan: Sisi yang tahu yang paling menang.
mengatasi: Tunjuk dan menggunakan kekerasan yang jauh lebih besar.
Provokasi: Buat mereka marah sehingga mereka bertindak impetuously.
Pengorbanan: Bayar harga yang tinggi untuk pulangan yang tinggi.
kelancaran: Present tidak berdenting dalam perisai anda.
Kelajuan: Jadilah lebih cepat daripada mereka. Dapat bertindak balas dengan
cepat.

Theories about decision-making….
theories about how we make decisions.
Motivation to decide
Cognitive Dissonance: we try to reduce the discomfort of dissonance.
Consistency Theory: we seek the comfort of internal alignment.
Commitment: we feel obliged to complete a public commitment.
Certainty Effect: a certainty that becomes less likely has high impact.
Choice-supportive bias: Distorting memories to make decisions seem
good.
Confirmation Bias: we seek confirmation that we made a good
decision.
Scarcity Principle: we anticipate regret and so want what is scarce.
Sunk-Cost Effect: we are reluctant to pull out of an investment.

Theories about decision-making….contd
Thinking process
Ambiguity Effect: We prefer a known probability to an unknown one.
Bias Blind Spot: We do not compensate enough for our own bias.
Elaboration Likelihood Model: We either think centrally or take unthinking
short-cut decisions.
Heuristic-Systematic Persuasion Model: We either use short-cuts or logic to
interpret arguments.
Hyperbolic discounting: We prefer short-term benefits.
Information Bias: Seeking facts when making decision, even when they
are irrelevant.
Information Processing Theory: Persuasion requires attention and comparison
with previous views.
Source Credibility: Who we are likely to believe.
Unconscious Thought Theory: Letting your unconscious do the thinking.

Theories about decision-making…. contd
Deciding
Augmenting Principle: evidence for a decision is accumulative.
Bounded Rationality: we only use limited logic in decisions.
Bias Correction: Well-meaning over-compensation.
Explanatory Coherence: we like simple, explainable hypotheses.
Filter Theory: we make choices through a series of selection filters.
Involvement: when we are involved we need more information.
Multi-Attribute Choice: we use various strategies for different types of
choice.
Mere Exposure Theory: simple exposure makes us like things more.
Perceptual Contrast Effect: we decide by comparing things.
Priming: Setting up memory to be used later.
Self-Determination Theory: External and internal motivation.
Self-Regulation Theory: Controlling urges.
The Transtheoretical Model of Change: Stages in changing oneself.

Teori-teori tentang membuat keputusan
Berikut adalah teori-teori akademik tentang bagaimana kita cuba untuk membuat keputusan.
Motivasi untuk memutuskan
• Kognitif percanggahan : kita cuba untuk mengurangkan ketidakselesaan percanggahan .
• Komitmen : kami berasa bertanggungjawab untuk melengkapkan komitmen awam.
• Kesan Kepastian : kepastian yang menjadi kurang berkemungkinan mempunyai impak tinggi.
• Pilihan - berat sebelah menyokong : memutarbelitkan kenangan untuk membuat keputusan seolah-olah baik.
• Bias Pengesahan : kami mendapatkan pengesahan bahawa kita membuat keputusan yang baik.
• Prinsip Kurangnya : kami menjangkakan kesal dan sebagainya mahu apa yang sudah tiada.
• Kesan tenggelam - Kos: kami membuat keputusan untuk menarik diri daripada pelaburan.
proses pemikiran
• Kesan Kekaburan : Kami lebih suka kebarangkalian yang diketahui satu yang tidak diketahui.
• Berat Sebelah Buta Spot : Kami tidak mengimbangi cukup untuk berat sebelah kita sendiri.
• Kemungkinan penjelasan Model: Kami sama ada berfikir secara berpusat atau mengambil keputusan tanpa berfikir pintas .
• Heuristik - sistematik pendekatan- Model: Kami sama ada menggunakan potongan pendek atau logik untuk mentafsir hujah.
• pendiskaunan hiperbolik : Kami lebih suka manfaat jangka pendek.
• Maklumat Bias : Mencari fakta-fakta apabila membuat keputusan, walaupun mereka adalah tidak relevan.
• Teori Pemprosesan Maklumat : pendekatan- memerlukan perhatian dan perbandingan dengan pemandangan sebelumnya.
• Kredibiliti Sumber : Siapa kita cenderung untuk mempercayai .
• Pemikiran Teori tidak sedarkan diri : Membiarkan tidak sedarkan diri anda melakukan pemikiran .
Membuat keputusan
• Menambahkan Prinsip : bukti untuk keputusan adalah terkumpul .
• disempadani rasional : kami hanya menggunakan logik yang terhad dalam keputusan.
• Pembetulan Bias : Nah bermaksud lebih- pampasan.
• Penjelasan Coherence : kita suka mudah, hipotesis dijelaskan .
• Teori Filter: kita membuat pilihan melalui satu siri penapis pemilihan.
• Penglibatan : apabila kita terlibat kami memerlukan maklumat lanjut .
• Pilihan Multi- Atribut: kami menggunakan pelbagai strategi untuk pelbagai jenis pilihan.
• Teori Pendedahan Mere : Pendedahan mudah membuatkan kita seperti perkara yang lebih .
• Kesan Persepsi Kontras : kita membuat keputusan dengan membandingkan sesuatu.
• Priming : Menetapkan memori untuk digunakan kemudian.
• Teori Penentuan sendiri - : motivasi luaran dan dalaman .
• Teori Kendiri - : Mengawal menggesa. Model Transtheoretical Perubahan : Peringkat dalam mengubah diri sendiri.

Theories about being contrary
Here are academic theories about how we seek to avoid conforming or otherwise acting in
contrary ways.
Doing contrary things
Compensation: acting to disconfirm negative perception from others.
Counter-Attitudinal Advocacy: sometimes we say something we don't believe.
Counterfactual Thinking: we can change our own memories.
Expectancy Violations Theory: going against behavioral expectations.
Rationalization Trap: justifications can lead to silly or immoral acts.
Reactance Theory: prevention of action leads to action (to prove control).
Urban-Overload Hypothesis: city life leads to retreat and loneliness.
Acting against others
Polarization: Taking extreme views.
Politeness Theory: we act politely or rudely depending on whether we care.
Realistic Conflict Theory: limited resources leads to conflict.
Repulsion Hypothesis: we dislike those who are not like us.
Scapegoat Theory: blaming others for problems.
Self-Evaluation Maintenance Theory: reacting to threat of others.
Social Facilitation: the presence of others helps the competent & hinders the unskilled.
Social Loafing: we hide in a crowd, using them to conceal laziness.
Spiral of Silence Theory: we are vocal if we are in the majority (and vice versa).

Teori tentang menjadi sebaliknya
Berikut adalah teori-teori akademik tentang bagaimana kita cuba mengelakkan mematuhi
atau sebaliknya bertindak dalam cara bertentangan .
Melakukan perkara yang bertentangan
• Pampasan: bertindak untuk disconfirm persepsi negatif daripada orang lain.
• Advokasi Kaunter - sikap : kadang-kadang kita katakan sesuatu yang kita tidak percaya .
• Pemikiran lawan : kita boleh mengubah kenangan kita sendiri.
• Teori Pelanggaran Jangka : pergi berbanding jangkaan tingkah laku.
• Perangkap Rasionalisasi : justifikasi boleh membawa kepada perbuatan yang bodoh
atau tidak bermoral.
• Teori regangan : pencegahan tindakan membawa kepada tindakan ( untuk
membuktikan kawalan).
• Bandar- Sarat Hipotesis : kehidupan bandar membawa kepada berundur dan kesepian .
Bertindak terhadap orang lain
• Polarisasi : Mengambil pandangan melampau.
• Teori Kesopanan : kita bertindak sopan atau kasar bergantung kepada sama
ada kita mengambil berat .
• Teori Konflik realistik : sumber yang terhad membawa kepada konflik.
• tolakan Hipotesis : kita tidak suka orang-orang yang tidak seperti kita .
• Teori kambing hitam : menyalahkan orang lain bagi masalah.
• Teori Penyelenggaraan Penilaian sendiri : bertindak balas kepada ancaman lain.
• Pemudahan Sosial : kehadiran orang lain membantu yang berwibawa dan
menghalang mahir.
• Melepak Sosial: kami sembunyikan di khalayak ramai , dengan menggunakan
mereka untuk menyembunyikan kemalasan.
• Spiral Teori Senyap: kita vokal jika kita berada dalam majoriti ( dan sebaliknya ).

Theories about persuasion.. theories how we persuade other people.
Amplification Hypothesis: Certainty hardens attitude.
Bait-and-switch: Great offer that never happens.
Conversion Theory: Minorities can convert majority people.
Door In The Face (DITF): Cause rejection then make real offer.
Foot In The Door (FITD): Make small offer then increase.
Forced Compliance: Obligation to obey.
Identifiable Victim Effect: Empathizing with one more than many.
Information Manipulation Theory: Breaking one of the four conversational
maxims.
Persuasion: factors important in persuasion.
Priming: Setting up memory to be used later.
Reciprocity Norm: we feel obliged to return favors.
Scarcity Principle: we want what is of limited availability.
Sleeper Effect: when persuasive messages increase effectiveness over time.
Social Influence: How we are strongly influenced by others.
Subliminal Messages: famous method that is a sham.
Ultimate Terms: some words are particularly powerful.
Weak Ties Theory: How far does influence go?
Yale Attitude Change Approach: factors important in persuasion.

Teori-teori tentang pujukan
Berikut adalah teori-teori akademik tentang bagaimana kita meyakinkan orang lain.
• Amplifikasi Hipotesis : Kepastian mengeras sikap.
• Bait- dan -switch : tawaran Besar yang tidak pernah berlaku.
• Teori Penukaran: Minoriti boleh menukar orang majoriti.
• Pintu Dalam Wajah ( DITF ): Punca penolakan kemudian membuat tawaran sebenar.
• Kaki Dalam Pintu ( FITD ): Buat tawaran kecil maka meningkat.
• Pematuhan paksa : Kewajipan untuk taat.
• Kesan Mangsa yang dikenal pasti : empathizing dengan satu lebih daripada banyak.
• Teori Manipulasi Maklumat: Breaking salah satu daripada empat maksim perbualan.
• Pujukan : faktor-faktor penting dalam pujukan.
• Priming : Menetapkan memori untuk digunakan kemudian.
• kesalingan Norm : kami berasa bertanggungjawab untuk kembali nikmat.
• Kurangnya Prinsip : kami mahu apa yang ketersediaan terhad.
• Kesan Sleeper : apabila mesej meyakinkan meningkatkan keberkesanan masa ke masa.
• Pengaruh Sosial: Bagaimana kita dipengaruhi oleh orang lain.
• Mesej bawah sedar : Kaedah terkenal yang palsu.
• Terma Terbaik : beberapa perkataan yang amat berkuasa .
• Hubungan Teori lemah : Sejauh mana pengaruh pergi?
• Yale Sikap Perubahan Pendekatan: faktor-faktor penting dalam pujukan.

Theories about persuasion
Underpinning all of these are many sound academic researches and
theories which form the deeper explanations for how persuasions work.
Explanations include:
Academic Theories: Lots of academic theories
Beliefs: The bedrock of our assumptions.
Behaviors: That result from our decisions, including lots on:
Addiction: Getting hooked.
Blame: Seeking to punish others.
Body language: Basic non-verbals.
Conditioning: Pavlov's dogs.
Coping Mechanisms: How we handle stress (includes Freudian Defense
Mechanisms).
Games: The games we play to handle life.
Habit: Programmed actions.
Lying: Telling fibs.
Brain stuff: Deeper stuff about how the brain works.
Neural Aging: Getting older inside.

Theories about persuasion…..contd
Neural Aging: Getting older inside.
Brain Articles: On neural stuff.
Brain Chemistry: Neurotransmitters and stuff.
Brain Function: How it works.
Brain dysfunction: How it fails.
Parts of the brain: And what they do.
Critical Theory: Deep challenge.
Critical theory concepts: Ideas within.
Schools of thought in Critical Theory
Theorists in Critical Theory
Culture: How we socially act together.
Decisions: The processes by which we weigh up choices and build intent.
Emotions: How we feel the way we do (and are drive to action).
Evolution: Forces of nature on us.
Gender: Differences between men and women.
Groups: How groups and teams of people behave.
Identity: Complexities of the self.
Learning: How we get to make sense.

penjelasan
Melaksanakan semua ini banyak kajian akademik yang kukuh dan teori-teori yang membentuk penjelasan lebih mendalam untuk bagaimana persuasions
bekerja .
Penjelasan ini merangkumi :
• Teori Akademik : Banyak teori-teori akademik :
o Dalam senarai abjad
o Dan juga dalam kelompok teori yang sama.
• Kepercayaan : The keutamaan dalam andaian kita .
• Tingkah Laku : Itu hasil dari keputusan kita, termasuk banyak pada:
o Ketagihan: Mendapatkan ketagih.
o Menyalahkan : Mencari untuk menghukum orang lain.
o Bahasa Badan: Asas bukan verbals .
o hawa : anjing Pavlov .
o Mengatasi Mekanisme : Bagaimana kita menangani tekanan (termasuk Freud Pertahanan Mekanisme ).
o Permainan: Permainan kita bermain mengharungi hidup ini.
o Tabiat : tindakan Terancang .
o Berbaring : Memberitahu fibs .
• barangan Otak : barangan lebih mendalam tentang bagaimana otak berfungsi.
o Neural Penuaan : Mendapatkan lebih tua di dalam.
o Artikel Otak : Pada barangan neural.
o Otak Kimia: neurotransmitter dan barangan.
o Fungsi Otak : Bagaimana ia berfungsi.
o disfungsi otak : Bagaimana ia gagal.
o Bahagian otak : Dan apa yang mereka lakukan .
• Teori kritikal: cabaran Deep .
o konsep teori kritikal: Idea dalam.
o Sekolah pemikiran dalam Teori Kritikal
o Ahli teori dalam Teori Kritikal
• Budaya: Bagaimana kita bertindak secara sosial bersama-sama.
• Keputusan : Proses di mana kita berat sehingga pilihan dan membina niat.
• Emosi : Bagaimana kita berasa cara kita lakukan (dan memandu ke tindakan) .
• Evolution: Kuasa alam kepada kita.
• Jantina : Perbezaan antara lelaki dan wanita.
• Kumpulan : Bagaimana kumpulan dan pasukan orang berkelakuan.
• Pengenalan : Kerumitan diri.
• Pembelajaran: Bagaimana kita dapat masuk akal.
• Maksudnya: Maksud kita membuat dari pengalaman kami.
• Memori: Bagaimana kita menyimpan , mengiktiraf dan ingat .
• Model : realiti Mudah.

Theorists in Critical Theory…..contd
Meaning: The meaning we make from our experiences.
Memory: How we store, recognize and recall.
Models: Simplified reality.
Motivation: The overall subject of what drives us (and where changing minds
often needs to be). Including: programmed systems.
Needs: Details and models about these pre-SIFT Model: Unique model of cognitive functioning.
Perception: From sensing to sense.
Personality: What makes us who we are.
Power: Our capability to act. Where we get it and how we use it.
Preferences: The biases that we apply to our choices.
Psychoanalysis: From the early years.
Relationships: How individuals connect.
Research: Gaining a deeper understanding.
Initiating: Getting going with research.
Design: Structuring what you will be doing.
Measurement: Ways of measuring in social research.
Sampling: What to do when you can't access the whole population.
Statistics: Basic statistics in research.
Analysis: Analysis of results.
Conclusions: From your research.
Stress: What winds us up.
Trust: The social glue that is the gateway to persuasion.
Understanding body language: Non-verbal communication.
Values: The rules we live by (in order to live with others).

• Motivasi : Keseluruhan subjek mendorong kami (dan di mana perubahan minda sering perlu ).
termasuk :• diprogramkan sistem.
• Keperluan : Butiran dan model mengenai pra - menapis Model: model unik fungsi kognitif .
• Persepsi : Dari penderiaan untuk mengesan .
• Personaliti: Apa yang membuatkan kita yang kita.
• Kuasa: keupayaan kami untuk bertindak. Di mana kita mendapatkannya dan bagaimana kami
menggunakannya .
• Keutamaan : Sikap berat sebelah yang kita memohon kepada pilihan kita.
• Psikoanalisis : Dari tahun-tahun awal .
• Hubungan : Bagaimana individu menyambung.
• Penyelidikan: Mendapatkan pemahaman yang lebih mendalam.
o Memulakan : Mendapatkan pergi dengan penyelidikan.
o Design: Menstrukturkan apa yang anda akan lakukan.
o Pengukuran : Cara mengukur dalam penyelidikan sosial.
o persampelan: Apa yang perlu dilakukan apabila anda tidak boleh mengakses keseluruhan penduduk.
o Statistik : Statistik Asas dalam penyelidikan.
o Analisis: Analisis keputusan.
o Kesimpulan : Dari penyelidikan anda.
• Tekanan : Apa angin kita sehingga .
• Amanah : The gam sosial yang merupakan pintu masuk ke pujukan.
• Memahami bahasa badan : komunikasi bukan lisan .
• Nilai-nilai : Peraturan kita hidup oleh ( untuk hidup dengan orang lain ).

Persuasion principles
Much of persuasion and other forms of changing minds is based on a relatively
small number of principles. If you can understand the principles, then you can
invent your own techniques. It thus makes sense to spend time to understand
these principles (persuaded yet?).
Alignment: When everything lines up, there are no contradictions to cause
disagreement.
Amplification: Make the important bits bigger and other bits smaller.
Appeal: If asked nicely, we will follow the rules we have made for ourselves.
Arousal: When I am aroused I am full engaged and hence more likely to pay
attention.
Association: Our thoughts are connected. Think one thing and the next is
automatic.
Assumption: Acting as if something is true often makes it true.
Attention: Make sure they are listening before you try to sell them something.

Persuasion …….contd
Authority: Use your authority and others will obey.
Bonding: I will usually do what my friends ask of me, without negotiation.
Closure: Close the door of thinking and the deal is done.
Completion: We need to complete that which is started.
Confidence: If I am confident, then you can be confident.
Confusion: A drowning person will clutch at a straw. So will a confused one.
Consistency: We like to maintain consistency between what we think, say and do.
Contrast: We notice and decide by difference between two things, not absolute
measures.
Daring: If you dare me to do something, I daren't not do it.
Deception: Convincing by trickery.
Dependence: If you are dependent on me, I can use this as a lever to persuade you.
Distraction: If I distract your attention, I can then slip around your guard.
Evidence: I cannot deny what I see with my own eyes.
Exchange: if I do something for you, then you are obliged to do something for me.
Experience: I cannot deny what I experience for myself.
Fragmentation: Break up the problem into agreeable parts.
Framing: Meaning depends on context. So control the context.

Harmony: Go with the flow to build trust and create subtle shifts.
Hurt and Rescue: Make them uncomfortable then throw them a rope.
Interest: If I am interested then I will pay attention.
Interruption: Break the flow.
Investment: If I invested in something, I do not want to waste that investment.
Involvement: Action leads to commitment.
Logic: What makes sense must be true.
Objectivity: Standing back decreases emotion and increases logic.
Obligation: Creating a duty that must be discharged.
Ownership: I am committed to that which I own.
Passion: Enthusiasm is catching.
Perception: Perception is reality. So manage it.
Persistence: In all things, persistence pays.
Positivity: Use positive methods.
Pull: Create attraction that pulls people in.
Push: I give you no option but to obey.
Repetition: If something happens often enough, I will eventually be persuaded.
Scarcity: I want now what I may not be able to get in the future.

Similarity: We trust people who are like us or who are similar to people we
like.
Simplicity: Simple means easy to understand and agree.
Social Compliance: The pressure to conform.
Social Proof: When uncertain we take cues other people.
Specificity: People fill in the gaps in vague statements.
Substitution: Put them into the story.
Surprise: When what happens is not what I expect, I must rethink my
understanding.
Tension: I will act to reduce the tension gaps I feel.
Threat: If my deep needs are threatened, I will act to protect them.
Trust: If I trust you, I will accept your truth and expose my vulnerabilities.
Uncertainty: When I am not sure, I will seek to become more certain.
Understanding: If I understand you, then I can interact more accurately with
you.
Unthinking: Go by the subconscious route.

• Kuasa : Gunakan kuasa anda dan lain-lain akan patuh .
• Ikatan : Saya biasanya akan melakukan apa yang rakan-rakan saya bertanya kepada saya, tanpa
rundingan.
• Penutupan : Tutup pintu pemikiran dan perjanjian itu dilakukan .
• Siap : Kita perlu untuk melengkapkan apa yang dimulakan.
• Keyakinan : Jika saya yakin , maka anda boleh yakin.
• Kekeliruan : Seseorang lemas akan klac di straw. Begitu juga satu yang keliru.
• Ketekalan : Kami mahu mengekalkan ketekalan antara apa yang kita fikir, kata dan buat .
• Kejelasan: Kami melihat dan membuat keputusan dengan perbezaan antara dua perkara, tidak
langkah mutlak.
• Berani : Jika anda berani saya untuk melakukan sesuatu, saya daren't tidak melakukannya.
• Penipuan : Meyakinkan oleh tipu muslihat .
• Kebergantungan : Jika anda bergantung kepada saya , saya boleh menggunakan ini sebagai tuil untuk
meyakinkan anda .
• peralihan perhatian : Jika saya mengalihkan perhatian anda , saya boleh tergelincir sekitar pengawal
anda.
• Bukti : Saya tidak boleh menafikan apa yang saya lihat dengan mata saya sendiri .
• Bursa : jika saya melakukan sesuatu untuk anda, maka anda diwajibkan untuk melakukan sesuatu
bagi saya.
• Pengalaman: saya tidak boleh menafikan apa yang saya mengalami untuk diri sendiri.
• Fragmentasi : Pecahkan masalah kepada bahagian boleh dipersetujui.
• Framing : Maksud bergantung kepada konteks . Jadi mengawal konteks.
• Harmony: Pergi dengan aliran untuk membina kepercayaan dan mewujudkan perubahan ketara.
• Hurt dan Penyelamat : Buat mereka tidak selesa kemudian membuang mereka tali.
• Faedah: Jika saya berminat maka saya akan memberi perhatian.

• Gangguan : Cuti aliran.
• Pelaburan: Jika saya telah melabur dalam sesuatu , saya tidak mahu membazirkan
pelaburan itu.
• Penglibatan : Tindakan membawa kepada komitmen.
• Logik : Apa yang membuatkan rasa mesti benar.
• Objektiviti : Berdiri kembali berkurangan emosi dan meningkatkan logik.
• Kewajipan : Mewujudkan tugas yang perlu dilepaskan.
• Pemilikan : saya komited dengan apa yang saya sendiri .
• Passion : Semangat adalah penangkapan .
• Persepsi: Persepsi adalah realiti. Jadi menguruskannya.
• Kegigihan : Dalam semua perkara, kegigihan membayar.
• positiviti : Gunakan kaedah positif.
• Tarik : Buat tarikan yang menarik orang masuk
• Tolak : Saya memberi anda pilihan kecuali untuk taat .
• Pengulangan : Jika sesuatu berlaku kerap, saya akhirnya akan dipujuk.
• Kurangnya : Saya mahu sekarang apa yang saya tidak mungkin boleh mendapatkan pada
masa hadapan.
• Persamaan : Kami percaya orang-orang yang seperti kita atau yang serupa dengan orang
yang kita suka
• Kesederhanaan: cara mudah mudah untuk memahami dan bersetuju.
• Pematuhan Sosial: Tekanan untuk mematuhi .
• Bukti Sosial: Apabila tidak pasti kita mengambil isyarat orang lain.
• Spesifikasi : Rakyat mengisi jurang dalam penyata samar-samar.

prinsip-prinsip pendekatan-
Banyak pujukan dan lain-lain bentuk perubahan minda adalah berdasarkan
bilangan kecil prinsip.
Jika anda boleh memahami prinsip-prinsip , maka anda boleh mencipta teknik
anda sendiri. Oleh itu ia masuk akal untuk menghabiskan masa untuk memahami
prinsip-prinsip ini ( memujuk lagi? ).
• Penjajaran: Apabila garis segala-galanya , tidak ada percanggahan menyebabkan
percanggahan pendapat .
• Amplifikasi : Buat bit penting yang lebih besar dan bit lain yang lebih kecil .
• Rayuan : Jika diminta dengan baik, kita akan mengikut peraturan kami telah
dibuat untuk diri kita sendiri.
• rangsangan : Apabila saya membangkitkan saya penuh terlibat dan dengan itu
lebih cenderung untuk memberi perhatian.
• Persatuan : Fikiran kita disambungkan. Fikirkan satu perkara dan seterusnya
secara automatik.
• Andaian: Bertindak sebagai jika sesuatu itu benar sering membuat ia benar.
• Perhatian : Pastikan ia mendengar sebelum anda cuba untuk menjual mereka
sesuatu.

• Penggantian: Meletakkan mereka ke dalam cerita.
• Surprise : Apabila apa yang berlaku tidak apa yang saya
jangkakan, saya mesti memikirkan semula pemahaman saya
.
• Ketegangan : Saya akan bertindak untuk mengurangkan
jurang ketegangan saya rasa.
• Ancaman : Jika keperluan yang mendalam saya diancam ,
saya akan bertindak untuk melindungi mereka.
• Amanah: Jika saya mempercayai anda , saya akan
menerima kebenaran dan mendedahkan kelemahan saya.
• Ketidakpastian: Apabila saya tidak pasti , saya akan
berusaha untuk menjadi lebih pasti .
• Kefahaman : Jika saya memahami anda , maka saya boleh
berinteraksi dengan lebih tepat dengan anda.
• membabi buta : Pergi melalui laluan bawah sedar.

Change Management
In organisations there are often two types of work. There is the normal delivery
process where the main business of the organization is done. Then there are the
change activities, whereby necessary change is made to the business and the
way it is done.
As with other subjects, a great deal of this site is relevant to organizational
change.
Understanding change
Change, although externally may appear to be about changing jobs, places,
products, etc.
actually occurs first inside people's heads. And there's the rub. When
organizations try to change without understanding this invisible element, any
change is doomed to serious problems and failure.
The Change Imperative: no organization can ignore it.
The Psychology of Change: starts from the very beginning.
The Kübler-Ross Grief Cycle: The emotional cycle on given bad news.
Lewin's Freeze Phases: Unfreeze, transition, refreeze.
Resistance to Change: When people push back against the change.

Change Management….contd
In organisations there are often two types of work. There is the normal delivery
process where the main business of the organization is done. Then there are the
change activities, whereby necessary change is made to the business and the way it is
done.
Managing the change project
It is one thing to manage a normal activity or department within a company.
It is another to make change happen outside of your area of direct influence.
Yet consultants and change agents do this regularly. Here are some of the methods
they use.
Accepting the Brief: If you are a facilitating or managing the change project.
Diagnosing Change: Investigation to understand the need for change.
Stakeholders in Change: Managing stakeholders is a critical activity.
Change Readiness: Ensuring everyone is ready to change.
Planning for Change: Building a bullet-proof plan.
Managing the Change Project: Making it happen in practice.
Making Change Happen: Ways of turning plans in to reality.
Organization Design: Creating the new organization.
Change Techniques: Many practical ways of creating personal change.
The 4D Change Project Framework: For managing organizational change projects.

Pengurusan Perubahan
Dalam organisasi terdapat sering dua jenis kerja. Terdapat proses penghantaran biasa di mana perniagaan utama
organisasi itu dilakukan. Kemudian terdapat aktiviti perubahan , di mana perubahan perlu dibuat kepada perniagaan dan
cara ia dilakukan.
Seperti mata pelajaran lain , banyak laman web ini adalah berkaitan dengan perubahan organisasi. Walau bagaimanapun,
terdapat banyak perkara yang perlu mengatakan yang khusus dan berkaitan dengan keadaan ini.
Memahami perubahan
Perubahan, walaupun secara luaran mungkin kelihatan mengenai perubahan pekerjaan , tempat, produk, dan lain-lain
benar-benar berlaku di dalam kepala pertama rakyat. Dan ada menggosok. Apabila organisasi cuba untuk mengubah
tanpa memahami unsur yang tidak dapat dilihat ini, apa-apa perubahan ditakdirkan untuk masalah yang serius dan
kegagalan.
• Perubahan Imperatif : tiada pertubuhan boleh mengabaikannya.
• The Psychology of Change: bermula dari awal lagi.
• The Kesedihan Kitaran Kubler -Ross : Kitaran emosi kepada berita buruk yang diberikan.
• Fasa Pembekuan Lewin : Unfreeze , peralihan, refreeze .
• Tentangan terhadap Perubahan : Apabila orang menolak kembali terhadap perubahan itu.
Menguruskan projek perubahan
Ia adalah satu perkara untuk menguruskan aktiviti biasa atau jabatan dalam syarikat. Ia merupakan satu lagi untuk
melakukan perubahan di luar kawasan anda pengaruh langsung. Namun perunding dan agen perubahan melakukan ini
dengan kerap. Berikut adalah beberapa kaedah yang digunakan.
• Menerima Ringkas : Jika anda seorang pemudahcara atau menguruskan projek perubahan itu.
• Mendiagnosis Change: Penyiasatan untuk memahami keperluan untuk perubahan.
• Pihak berkepentingan di Change: Urusan pemegang kepentingan merupakan aktiviti kritikal.
• Perubahan Kesediaan : Memastikan semua orang bersedia untuk perubahan.
• Perancangan untuk Perubahan : Membina pelan kalis peluru .
• Menguruskan Projek Change: Menjadikannya berlaku dalam amalan.
• Membuat Perubahan Berlaku : Cara mengubah rancangan dengan realiti.
• Rekabentuk Organisasi: Mewujudkan organisasi baru itu.
• Perubahan Teknik : Banyak cara-cara praktikal untuk mewujudkan perubahan peribadi.
• The 4D Perubahan Rangka Kerja projek: Untuk menguruskan projek-projek perubahan organisasi.

Characteristics of successful campaigns
What makes campaigns successful, be they political or commercial in nature?
Here's six common themes that can be found in those that work best.
Structured communication
The communication system of successful campaigns is extremely well managed, with closely
targeted listeners who are very well understood. Messages are managed both internally (with
their structure and content) and over time (with consistency and developing stories).
There are strict rules about who can say what and any loose cannons in the camp are
contained. All messages are reviewed carefully before being released into defined channels.
Credibility
Successful campaigns first and last establish credibility and a sense of truth and rightness in
all that they do. People, products and ideas all seem to be reasonable, feasible, competent,
trustworthy, expert and so on. It is easy to accept what is said as fair and difficult to make
accusation of lying or deception.
Structured communication
The communication system of successful campaigns is extremely well managed, with closely
targeted listeners who are very well understood. Messages are managed both internally (with
their structure and content) and over time (with consistency and developing stories).
There are strict rules about who can say what and any loose cannons in the camp are
contained. All messages are reviewed carefully before being released into defined channels.

Characteristics of successful campaigns
What makes campaigns successful, be they political or commercial in nature?
Here's six common themes that can be found in those that work best.
Target opinion leaders
Messages are particularly targeted at those people who will credibly repeat them at others.
These social leaders, once infected with enthusiasm, will not only become valuable advocates,
they will also be listened to by their own large constituency. This 'two-step' process effectively
bounces the message off the opinion leader into the mind of the actual targets.
Commonplace interesting
The campaign may take relatively commonplace things, whether it is soap powder or a well-
known social issue, and turns them into fascinating issues that capture the imagination and which
draw people further in. The issue is talked about with great fascination. Strong
values are attached to it. Ordinary people are shown to take great interest in it.
Positive messages
When a message makes you feel bad, you are likely to want to run away from it. On the other
hand, messages that make you feel good attract you in as you seek more of those good feelings.
Campaigns thus seek to create warmth, happiness and excitement that people find attractive
and desirable.Playing to what's thereRather than trying to teach people new tricks, the mental
models, beliefs and memories of the target audience is mined and cued. Existing ideas and
experiences are portrayed to create a sense of comfort and understanding, and only then subtle
new spins are added to shift thinking just a little (but just enough).

Ciri-ciri kempen yang berjaya
Apa yang membuat kempen yang berjaya , sama ada politik atau komersial di alam semula jadi ? Berikut adalah enam tema biasa yang boleh
didapati di mereka yang bekerja terbaik.
komunikasi berstruktur
Sistem komunikasi kempen yang berjaya adalah sangat diurus dengan baik , dengan pendengar rapat disasarkan yang sangat difahami dengan
baik. Mesej diuruskan secara dalaman (dengan struktur dan kandungannya) dan dari masa ke masa (dengan konsisten dan membangunkan cerita
).
Terdapat peraturan yang ketat mengenai siapa yang boleh mengatakan apa dan mana-mana meriam longgar di kem itu terkandung. Semua
mesej disemak dengan teliti sebelum dilepaskan ke dalam saluran yang ditetapkan.
kredibiliti
Kempen yang berjaya pertama dan terakhir kredibiliti dan rasa kebenaran dan kebetulan dalam semua yang mereka lakukan. People, produk dan
idea semua seolah-olah menjadi yang munasabah, boleh dilaksanakan , cekap , amanah, pakar dan sebagainya. Ia adalah mudah untuk
menerima apa yang dikatakan sebagai adil dan sukar untuk membuat tuduhan berbohong atau penipuan.
iklim negara Berkecuali
Mesej bahawa kempen ini menggalakkan dengan teliti sejajar dengan pendapat popular dan iklim umum hari. Tidak ada percubaan sebenar
untuk menolak naik bukit air. Putaran baru boleh meletakkan ke mesej untuk membuat mereka kelihatan inovatif , tetapi tidak ada yang berubah
arah atau perubahan serius pendapat umum adalah cuba.
Pemimpin pendapat Sasaran
Mesej akan terutamanya yang disasarkan kepada mereka yang dpt dipercaya akan mengulangi mereka pada orang lain. Pemimpin-pemimpin
sosial, sekali dijangkiti semangat, bukan sahaja akan menjadi penyokong yang berharga, mereka juga akan mendengar oleh kawasan besar
mereka sendiri. Ini ' dua langkah ' proses berkesan melantun mesej off pemimpin pendapat yang ke dalam fikiran sasaran sebenar.
perkara biasa yang menarik
Kempen ini boleh mengambil perkara-perkara yang agak biasa , sama ada serbuk sabun atau isu sosial yang terkenal, dan berubah menjadi isu-
isu menarik yang menangkap imaginasi dan yang menarik orang lagi masuk isu ini bercakap mengenai dengan daya tarikan yang hebat. Nilai-nilai
yang kukuh yang melekat padanya . Rakyat biasa ditunjukkan untuk mengambil faedah yang besar dalam ia .
mesej yang positif
Apabila mesej membuat anda berasa baik, anda mungkin mahu untuk lari daripadanya. Sebaliknya , mesej yang membuat anda merasa baik
menarik anda sebagai anda mendapatkan lebih banyak dari orang-orang perasaan yang baik. Kempen itu berusaha untuk mewujudkan
kehangatan, kebahagiaan dan keseronokan yang orang mendapati menarik dan wajar.
Bermain untuk apa yang ada
Daripada cuba untuk mengajar orang helah baru , model mental , kepercayaan dan kenangan penonton sasaran dilombong dan Kiu . Idea dan
pengalaman yang sedia ada digambarkan untuk mewujudkan rasa keselesaan dan kefahaman, dan hanya kemudian putaran baru halus ditambah
untuk beralih berfikir hanya sedikit (tetapi hanya cukup ).

Types of reasoning
Abduction
Analogical reasoning
Cause-and-effect reasoning
Comparative reasoning
Conditional Reasoning
Criteria reasoning
Deductive reasoning
Inductive reasoning
Modal logic
Pros-vs-cons reasoning
Set-based reasoning
Decomposition
Systemic reasoning
Decomposition & Induction used together

Types of reasoning
Reasoning within an argument gives the rationale behind why one choice, for example should
be selected over another. Types of reasoning include:
•Abduction:the process of creating explanatory hypotheses.
•Analogical reasoning: relating things to novel other situations.
•Cause-and-effect reasoning: showing causes and resulting effect.
•Comparative reasoning: comparing one thing against another.
•Conditional reasoning: using if...then...
•Criteria reasoning: comparing against established criteria.
•Decompositional reasoning: understand the parts to understand the whole.
•Deductive reasoning: starting from the general rule and moving to specifics.
•Inductive reasoning: starting from specifics and deriving a general rule.
•Modal logic: arguing about necessity and possibility.
•Traditional logic: assuming premises are correct.
•Pros-vs-cons reasoning: using arguments both for and against a case.
•Set-based reasoning: based on categories and membership relationships.
•Systemic reasoning: the whole is greater than the sum of its parts.
•Syllogistic reasoning: drawing conclusions from premises.
Note that these are not all mutually exclusive methods and several give different lenses
onto overlapping areas. In classical argument, for example, all arguments are framed as
either inductive or deductive.

Abduction
A is observed. If B were true, then A would be true. Therefore B may be true.
Abductive reasoning, or abduction, is the process of explaining something that is
experienced or observed in some way and where there is no existing knowledge to
explain the phenomenon. It creates a hypothesis that may or may not be true and
which may require further work to verify.
Example
A doctor, meeting a set of symptoms not met before, considers diseases that have
similar symptoms and wonders if the presented condition is something similar.
Example from Quran
alBaqarah /85 (A.Yusuf Ali)
After this it is ye, the same people, who slay among yourselves, and banish a party of
you from their homes; assist (their enemies) against them, in guilt and transgression;
and if they come to you as captives, ye ransom them, though it was not lawful for you
to banish them. Then is it only a part of the Book that ye believe in, and do ye reject the
rest? but what is the reward for those among you who behave like this but disgrace in
this life?- and on the Day of Judgment they shall be consigned to the most grievous
penalty. For Allah is not unmindful of what ye do.

Analogical reasoning
A is like B. M is in A. N is in B. So M is like N.
In analogical reasoning, an analogy for a given thing or situation is found, where the
analogy is like the given thing in some way. Other attributes of the analogical situation
are then taken to also represent other attributes of the given thing.
To use an analogy:
•Start with a target domain where you want to create new understanding.
•Find a general matching domain where some things are similar to the target domain.
•Find specific items from the matching domain.
•Find related items in the target domain.
•Transfer attributes from the matching domain to the target domain.
Example
This company is like a racehorse. It's run fast and won the race, and now it needs feed
and rest for a while.
Dating of it like flying. At some point, your feet are going to leave the ground.
Example from Quran
Baqara/223
Your wives are as a tilth unto you; so approach your tilth when or how ye will;but do
some good act for your souls beforehand; and fear Allah. And know that ye are to meet
Him (in the Hereafter), and give (these) good tidings to those who believe.

Say this Not this
If I help you, you will be more
successful.
I will help you.
When the moon is high, things are
abroad.
Things are sometimes abroad.
The new additive to fuel makes your car
go so much further.
Add our new fuel additive to your car.
Cause-and-effect reasoning
When you are presenting an argument, show the cause-and-effect that is in operation. Help the
other person see why things have happened or will happen as they do.
Show purpose. Link things to higher values. Show the inevitable linkage between what happens
first and what happens next. Go beyond correlation (that may show coincidence) to giving
irrefutable evidence of causality.
If you cannot show causal linkage, then you may be successful just by asserting it, because few
people will challenge a cause-and-effect assertion.
Example from Quran : Al-i Imran/160
If Allah helps you, none can overcome you: If He forsakes you, who is there, after that, that can
help you? In Allah, then, let believers put their trust.

Say this Not this
I guess your wife will want something
good-looking. How about this one?
This is the right one for you!
How will we know when we have
succeeded? Let's discuss this first...
Success means maximum profits.
Our manifesto says we must help those who
cannot help themselves. Now, can this
person help himself?
We should not help this man.
Comparative reasoning
Comparative reasoning establishes the importance of something by comparing it against something else.
The size of the gap between the things compared indicates importance. Compare against a high standard to make
something look undesirable. Compare it against a weak example to make it look good.
To create a logical argument, first establish the validity of the comparison benchmark. For less logic, the benchmark may be
assumed.
There are many ways to compare, for example:
•Compare what people have got (or not got) against what others have.
•Compare the past with the future.
•Compare what is actual with what is ideal.
•Compare words and actions against values.
Example(s) from Quran : Anaam/122
Can he who was dead, to whom We gave life, and a Light whereby he can walk amongst men, be like him who is in the
depths of darkness, from which he can never come out? Thus to those without faith their own deeds seem pleasing.
Nahl/75
Allah sets forth the Parable (of two men: one) a slave under the dominion of another; He has no power of any sort; and (the
other) a man on whom We have bestowed goodly favors from Ourselves, and he spends thereof (freely), privately and
publicly: are the two equal? (By no means;) praise be to Allah. But most of them know not.

Conditional Reasoning
If...then...
Conditional reasoning is based on an 'if A then B' construct that posits B to be
true if A is true.
Note that this leaves open the question of what happens when A is false,
which means that in this case, B can logically be either true or false.
A classic form of conditional reasoning is in using syllogisms, where a general
major premise is combined with a more specific minor premise to form a
conclusion. Syllogisms are easy to get wrong and there are many fallacies.
Example from Quran : Saba/14
Then, when We decreed (Solomon's) death, nothing showed them his death
except a little worm of the earth, which kept (slowly) gnawing away at his staff:
so when he fell down, the Jinns saw plainly that if they had known the unseen,
they would not have tarried in the humiliating Chastisement (of their Task).

Say this Not this
I guess your wife will want something good-looking.
How about this one?
This is the right one for you!
How will we know when we have succeeded? Let's
discuss this first...
Success means maximum profits.
Our manifesto says we must help those who cannot
help themselves. Now, can this person help himself?
We should not help this man.
Criteria reasoning
Start by defining the criteria by which the outcome of a decision will be judged, and then
identify the best decision, given these constraints.
In a logical argument, you will spend much time establishing the criteria as valid first. In a less
logical situation, you may assume the criteria are correct, minimizing the time spent on any
discussion about them.
Criteria which appeal to common values are likely to be easily accepted.
Example from Quran : Baqarah/258
Hast thou not turned thy vision to one who disputed with Abraham about his Lord, because
Allah had granted him power? Abraham said: "My Lord is He Who Giveth life and death." He
said: "I give life and death". Said Abraham: "But it is Allah that causeth the sun to rise from
the east: Do thou then cause it to rise from the west." Thus was he confounded who (in
arrogance) rejected faith. Nor doth Allah Give guidance to a people unjust.

Say this Not this
Advertisement
Gravity makes things fall. The apple that hit
my head was due to gravity.
The apple hit my head. Gravity works!
They are all like that -- just look at him! Look at him. They are all like that.
Toyota make wonderful cars. Let me show
you this one.
These cars are all wonderful. They are
made by Toyota, it seems.
There is a law against smoking. Stop it
now.
Stop smoking, please.
Deductive reasoning
Deductive reasoning, or deduction, starts with a general case and deduces specific instances.
Deduction is used by scientists who take a general scientific law and apply it to a certain case.
Sherlock Holmes used deduction when he took some general indicators and deduced the
specific details of a rather knotty case.
Example from Quran: Al-i Imran/110
Ye are the best of peoples, evolved for mankind, enjoining what is right, forbidding
what is wrong, and believing in Allah. If only the People of the Book had faith, it were
best for them: among them are some who have faith, but most of them are perverted
transgressors.

Inductive reasoning
Inductive reasoning, or induction, is reasoning from a specific case or cases and deriving a general rule.
Derive a general rule in an accepted area and then apply the rule in the area where you want the person to behave.
Give them lots of detail, then explain what it all means.
Talk about the benefits of all the parts and only get to the overall benefits later.
Take what has happened and give a plausible explanation for why it has happened.
Inductive arguments can include:
•Part-to-whole: where the whole is assumed to be like individual parts (only bigger).
•Extrapolations: where areas beyond the area of study are assumed to be like the studied area.
•Predictions: where the future is assumed to be like the past.
Example from Quran : Maidah / 43
But why do they come to thee for decision, when they have (their own) Torah before them?- therein is the (plain)
command of Allah; yet even after that, they would turn away. For they are not (really) People of Faith.
Say this Not this
Look at how those people are behaving. They must
be mad.
Those people are all mad.
All of your friends are good. You can be good, too. Be good.
The base costs is XXX. The extras are XXX, plus
tax at XXX. Overall, it is great deal at YYY.
It will cost YYY. This includes XXX for base costs,
XXX for extras and XXX for tax.
Heating was XXX, lighting was YYY, parts were
ZZZ, which adds up to NNN. Yet revenue was RRR.
This means we must cut costs!
We need to cut costs, as our expenditure is greater
than our revenue.

Say this Not this
The door might be open. The door is open.
You must do it. You do it.
They could come here. They will come here.
Modal logic
Describe things in terms of possibility and necessity. Also explore how there intertwine.
Do not state things in terms of absolute truth, but say how likely it is.
For necessity, talk about how necessary something is. Thus use words like can, may, should,
ought, must, have to.
Talking about how true or necessary something is gives you more potential in arguments as you
now have an analogue continuity of alternatives, rather than the black-and-white binary
decision of simply whether something is true or false, necessary or unnecessary.
Example from Quran : Araf/130
We punished the people of Pharaoh with years (of droughts) and shortness of crops; that they
might receive admonition.

Pros-vs-cons reasoning
Pros-vs-cons reasoning seeks to weigh up the arguments for a case (pros) against the arguments against the
case (cons).
The argument will usually end up with a conclusion of whether the pros or cons are stronger, thus
precipitating a 'reasonable' conclusion. Things that will make a 'pro' stronger (and vice versa) include:
•More logical arguments.
•More evidence being displayed (including actions and perceptions of other people).
•Greater emphasis being put on key words.
•More arguments for the case.
Starting with the favored side allows you to fill the other person's mind with the key points, such that the
second list becomes less easy to absorb. Starting with the disfavored side allows you to make it sound
reasonable, then knock down each of the disfavored arguments with stronger arguments for the contrary
case.
You can also choose between giving all of one side and all of another or alternating between each side (the
latter is good for comparing related for-and-against arguments).
Example from Quran Baqarah / 219
They ask thee concerning wine and gambling. Say: "In them is great sin, and some profit, for men; but the
sin is greater than the profit." They ask thee how much they are to spend; Say: "What is beyond your
needs." Thus doth Allah make clear to you His Signs: In order that ye may consider-
Say this Not this
It is useful and cheap, but on the other hand it won't
last long and will make you look ungenerous.
It won't last long and will make you look ungenerous.
James likes it, Jan likes it, Bill likes it, Fred likes it.
Only Sam and Alice don't like it.
Most people like it.
Look at the list of features on this...But when you try it
at home, you may find that...
When you try it at home, you may find that...

Set-based reasoning
Set-based reasoning is founded on Set Theory. Its arguments range around whether things are members of
named groups or not, thus 'A dog is an animal but not a vegetable'.
The basic assumption is one of membership, that an item can be categorized into a given group or set. This
also assumes that both the item and the set exist in the first place. The following argument then may include
consideration of the overlap between sets and the implications of this.
Set reasoning often thus includes statements along the lines of:
•A is a B
•If A is a B then...
•A is not a B, but it is a C
•A is both C and D, therefore...
Example
Example from Quran
Enbiya/98-99
Verily ye, (unbelievers), and the (false) gods that ye worship besides Allah, are (but) fuel for Hell! to it will ye
(surely) come!
If these had been gods, they would not have got there! But each one will abide therein.
Say this Not this
He works for Microsoft. Microsoft people are intelligent.
Therefore he is intelligent.
He works for Microsoft and is intelligent.
If this is an international standard CD then it will use ISO
standard encryption coding.
ISO encryption will be used here.
If he is both Italian and lives in New York, then he is likely
to be fond of pizza.
He probably likes pizza.

Decomposition
Break the item in question down into its component parts. Analyze
those parts and how they fit together. And then draw conclusions about
the whole.
Example
I want to find out how a rubic cube operates. I pull it apart to see its
hidden workings. By reassembling it slowly, I am able to explain its
apparently magical cohesion as a whole in terms of three-dimensional
geometry.
I listen to your argument and take note of each element. I then argue
against each element in turn. Having destroyed the parts, I then assume
I have destroyed the whole argument.
Example from Quran : Muminun/78
It is He Who has created for you (the faculties of) hearing, sight, feeling
and understanding: little thanks it is ye give!

Systemic reasoning
Understand something by considering it as a whole system. Analyze
not just the parts but also the relationships between the parts.
You can use decompositional reasoning to identify parts, but go
beyond this in considering the additional things beyond just the parts.
Example
I argue for a new square in the middle of town by considering the
aesthetics of space and the relationships between the empty square
and the tall buildings around it. I also consider the dynamics of
movement and pauses of people during parts of the day and weekend.
Example from Quran : Yasin/40
It is not permitted to the Sun to catch up the Moon, nor can the Night
outstrip the Day: each (just) swims along in (its own) orbit (according
to Law).

Decomposition & Induction used together
Example from Quran : Araf/179
Many are the Jinns and men we have made for Hell: They
have hearts wherewith they understand not, eyes
wherewith they see not, and ears wherewith they hear not.
They are like cattle,- nay more misguided: for they are
heedless (of warning).

Alquran thinking and reasoning styles pt 1 of 2

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Alquran thinking and reasoning styles pt 1 of 2