Адам Грант - Подумайте еще раз. Сила знания о незнании

Cornelia Betsch and Katharina Sachse, «Debunking Vaccination Myths: Strong Risk Negations Can Increase Perceived Vaccination Risks», Health Psychology 32 (2013): 146–55.

Brendan Nyhan et al., «Effective Messages in Vaccine Promotion: A Randomized Trial», Pediatrics 133 (2014): e835–42.

Zakary L. Tormala and Richard E. Petty, «What Doesn’t Kill Me Makes Me Stronger: The Effects of Resisting Persuasion on Attitude Certainty», Journal of Personality and Social Psychology 83 (2002): 1298–313.

William J. McGuire, «Inducing Resistance to Persuasion: Some Contemporary Approaches», Advances in Experimental Social Psychology 1 (1964): 191–229.

John A. Banas and Stephen A. Rains, «A Meta-analysis of Research on Inoculation Theory», Communication Monographs 77 (2010): 281–311.

Personal communications with Bill Miller, September 3 and 6, 2019.

William R. Miller and Stephen Rollnick, Motivational Interviewing: Helping People Change, 3rd ed. (New York: Guilford, 2012).

Personal interview with Arnaud Gagneur, October 8, 2019.

Arnaud Gagneur et al., «A Postpartum Vaccination Promotion Intervention Using Motivational Interviewing Techniques Improves Short-Term Vaccine Coverage: PromoVac Study», BMC Public Health 18 (2018): 811.

Thomas Lemaître et al., «Impact of a Vaccination Promotion Intervention Using Motivational Interview Techniques on Long-Term Vaccine Coverage: The PromoVac Strategy», Human Vaccines & Immunotherapeutics 15 (2019): 732–39.

Carolyn J. Heckman, Brian L. Egleston, and Makary T. Hofmann, «Efficacy of Motivational Interviewing for Smoking Cessation: A Systematic Review and Meta-analysis», Tobacco Control 19 (2010): 410–16.

Brad W. Lundahl et al., «A Meta-analysis of Motivational Interviewing: Twenty-Five Years of Empirical Studies», Research on Social Work Practice 20 (2010): 137–60.

Brian L. Burke, Hal Arkowitz, and Marisa Menchola, «The Efficacy of Motivational Interviewing: A Meta-analysis of Controlled Clinical Trials», Journal of Consulting and Clinical Psychology 71 (2003): 843–61.

Pam Macdonald et al., «The Use of Motivational Interviewing in Eating Disorders: A Systematic Review», Psychiatry Research 200 (2012): 1–11.

Marni J. Armstrong et al., «Motivational Interviewing to Improve Weight Loss in Overweight Patients: A Systematic Review and Meta-analysis of Randomized Controlled Trials», Obesity Reviews 12 (2011): 709–23.

Jonathan Rhodes et al., «Enhancing Grit through Functional Imagery Training in Professional Soccer», Sport Psychologist 32 (2018): 220–25.

Neralie Cain, Michael Gradisar, and Lynette Moseley, «A Motivational School-Based Intervention for Adolescent Sleep Problems», Sleep Medicine 12 (2011): 246–51.

Conrado J. Grimolizzi-Jensen, «Organizational Change: Effect of Motivational Interviewing on Readiness to Change», Journal of Change Management 18 (2018): 54–69.

Angelica K. Thevos, Robert E. Quick, and Violet Yanduli, «Motivational Interviewing Enhances the Adoption of Water Disinfection Practices in Zambia», Health Promotion International 15 (2000): 207–14.

Florian E. Klonek et al., «Using Motivational Interviewing to Reduce Threats in Conversations about Environmental Behavior», Frontiers in Psychology 6 (2015): 1015; Sofia Tagkaloglou and Tim Kasser, «Increasing Collaborative, Pro-Environmental Activism: The Roles of Motivational Interviewing, Self-Determined Motivation, and Self-Efficacy», Journal of Environmental Psychology 58 (2018): 86–92.

Joshua L. Kalla and David E. Broockman, «Reducing Exclusionary Attitudes through Interpersonal Conversation: Evidence from Three Field Experiments», American Political Science Review 114 (2020): 410–25.

Megan Morris, W. Kim Halford, and Jemima Petch, «A Randomized Controlled Trial Comparing Family Mediation with and without Motivational Interviewing», Journal of Family Psychology 32 (2018): 269–75.

Sune Rubak et al., «Motivational Interviewing: A Systematic Review and Meta-analysis», British Journal of General Practice 55 (2005): 305–12.

Похоже, представители человечества уже не одну тысячу лет владеют искусством уговаривать себя измениться. Недавно я узнал, что слово «абракадабра» происходит от фразы на древнеарамейском языке, означающей «Что было сказано, то будет сделано».

Anna Goldfarb, «How to Give People Advice They’ll Be Delighted to Take», New York Times, October 21, 2019, www.nytimes.com/2019/10/21/smarter-living/how-to-give-better-advice.html.

Molly Magill et al., «A Meta-analysis of Motivational Interviewing Process: Technical, Relational, and Conditional Process Models of Change», Journal of Consulting and Clinical Psychology 86 (2018): 140–57; Timothy R. Apodaca et al., «Which Individual Therapist Behaviors Elicit Client Change Talk and Sustain Talk in Motivational Interviewing?», Journal of Substance Abuse Treatment 61 (2016): 60–65; Molly Magill et al., «The Technical Hypothesis of Motivational Interviewing: A Meta-analysis of MI’s Key Causal Model», Journal of Consulting and Clinical Psychology 82 (2014): 973–83.

Theresa Moyers, «Change Talk», Talking to Change with Glenn Hinds & Sebastian Kaplan.

Marian Friestad and Peter Wright, «The Persuasion Knowledge Model: How People Cope with Persuasion Attempts», Journal of Consumer Research 21 (1994): 1–31.

Personal interviews with Betty Bigombe, March 19 and May 8, 2020; see also «Betty Bigombe: The Woman Who Befriended a Warlord», BBC, August 8, 2019, www.bbc.com/news/world-africa-49269136.

David Smith, «Surrender of Senior Aide to Joseph Kony Is Major Blow to Lord’s Resistance Army», Guardian, January 7, 2015, www.theguardian.com/global-development/2015/jan/07/surrender-aide-joseph-kony-blow-lords-resistance — army.

Мирные переговоры сорвались после того, как президент Уганды отказал Бетти в просьбе установить предложенные ею правила и вместо этого начал угрожать Кони. Диктатор отомстил несколькими сотнями смертей в Атиаке. Потрясенная Бетти оставила пост и ушла во Всемирный банк. Десять лет спустя она возобновила мирные переговоры с повстанцами, вернулась в Уганду в качестве главного переговорщика и использовала только собственные средства, чтобы не зависеть от правительства. Соглашение было почти достигнуто, но в последнюю минуту Кони передумал. Сейчас от повстанческой армии осталась жалкая горстка, и она больше не считается серьезной угрозой.