65 Da dan. 66 Rubin/Paolini/Crisp: "Mc;,t 1<'1i giai thich troi chay trong qua trinh xu ly thanh kien chong l;;,.i ngu<'1i di cu" trong Tq,p chi Tam lj Xii h9i Thijc nghi?m 46 (1), trang 21-28 (2010). 67 Xem Dion/Berscheid/Walster: "Cai gi d�p la tot" trong Tq,p chi Nhan each va Tam lj hqc xii h9i 2 (24), trang 285-290 (1972). 68 Landy /Sigall: "Danh gia nhi�m V\l nhu mc;,t chuc nang cua s\i hap dan the chat cua ngu<'1i bieu <lien" trong Tq,p chi Nhan each va Tam lj xii h9i 29 (3), trang 299-304 (1974). 69 Efran: ''Anh hu&ng cua ngo;;,.i hinh doi v&i sl,i phan xet tc;,i loi, s\i thu hut giua cac ca nhan va muc de;, nghiem tr9ng cua hinh ph;;,.t du(Jc de xuat trong nhi�m V\l cua ban giam khao du<;1c mo phong" trong Tq,p chi nghien cuu nhan each 8, trang 45-54 ( 197 4); Castellow/Wuensch/Moore: ''Anh hu&ng cua s\i hap dan ve the chat cua nguyen don (n;;,.n nhan) va bi don trong ban an quay roi tinh dvc" trong Tq,p chi Hanh vi Xii h9i va Tinh each 5, trang 547-562 (1990). 70 Stewart: "S\i hap dan cua bi cao nhu mc;,t yeu to trong ket qua cua cac phien toa" trong Tq,p chi Tam lj xii h9i ung df:lng 10 (4), trang 348-361 (1980). 71 Kulka/Kessler: "Cong ly c6 thl,ic S\i mu khong? Anh hu&ng cua S\i hap dan ve the chat cua duong S\i doi v&i phan WLADISLAW JACHTCHENKO _ 331
58 Weinstein/Klein: "L�c quan phi thl,ic te: Hi�n t�i va tuong lai" trong Tq,p chi Tam ly hqc xa hqi va Lam sang 15 (1), trang 1-8 (1996). 59 Elder: Buon ban de kiem song; Tam ly hqc, Chien thuq.t giao djch, qudn ly tie'n bq,c, John Wiley va Sons (1993). 60 "Trump trong chien thang h9p kin cJ Nevada vao ngay 24.2.2016': https://www.usatoday.com/ story/news/politics/ onpolitics/2016/02/24/ donald-trump-nevada-poorlyeducated/80860078. 61 Reber/Mitterndorfer: "Vi�c su d1,mg ky thu�t heuristics trong phan doan toan h9c trl,ic quan'' trong Ban tin danh gia Tam ly 15, trang 1174-1178 (2008). 62 Reber/Schwarz: ''Anh hu&ng cua S\i troi chay tri giac d6i v&i cac phan doan ve s\i th�t" trong Y thuc va Nhq.n thuc 8, trang 338-342 (1999). 63 Greifeneder/ Alt/Bottenberg/Seele/Zelt/Wagener: "Ve each viet de hieu: Xu ly s\i troi chay thanh kien c6 h� thong cac danh gia ve tai li�u viet tay" trong Khoa hqc Tam ly xa hqi va Nhan each 1, trang 230-237 (2010). 64 Lev-Ari/Keysar: "T�i sao chung ta khong tin nhung nguai khong phai la nguai ban ngu? Anh hu&ng cua tr9ng am den sl,i tin nhi�m'' trong Tq,p chi Tam ly Xa hqi 1h1/c nghi�m 46 (6), trang 1093- 1096 (2010). 330 - THU!T THAO TUNG: GOC T6I AN SAU M6I cAu NOI
65 Da dan. 66 Rubin/Paolini/Crisp: "M9t le1i giai thich troi chay trong qua trinh xu ly thanh kien chong l�i ngti<1i di cu" trong Tq,p chi Tam ly Xii hqi Thtfc nghi�m 46 (1), trang 21-28 {2010). 67 Xem Dion/Berscheid/Walster: "Cai gi d�p la tot" trong Tq,p chi Nhan each va Tam ly hqc xii hqi 2 {24), trang 285-290 (1972). 68 Landy/Sigall: "Danh gia nhi�m V\l nhti m9t chuc nang cu.a s-i.t hap dan the chat cu.a ngue1i bieu <lien" trong Tq,p chi Nhan each va Tam ly xii hqi 29 (3), trang 299-304 (1974). 69 Efran: ''Anh hti&ng cu.a ngo�i hinh doi v&i s-i.t phan xet t9i loi, S\i thu hut gifia cac ca nhan va muc d9 nghiem tr9ng cu.a hinh ph�t dti<;1c de xuat trong nhi�m V\l cu.a ban giam khao dti<;1c mo ph6ng" trong Tq,p chi nghien cuu nhan each 8, trang 45-54 (1974); Castellow/Wuensch/Moore: ''Anh hti&ng cu.a S\i hap dan ve the chat cu.a nguyen don (n�n nhan) va bi don trong ban an quay roi tinh d\lc" trong Tq,p chi Hanh vi Xii hqi va Tinh each 5, trang 547-562 (1990). 70 Stewart: "S-i.t hap dan cu.a bi cao nhti m9t yeu to trong ket qua cu.a cac phien toa" trong Tq,p chi Tam ly xii hqi ung d�ng 10 (4), trang 348-361 {1980). 71 Kulka/Kessler: "Cong ly c6 thvc S\i mu khong? Anh hti&ng cu.a S\i hap dan ve the chat cu.a dtiong S\i doi v&i phan WLADISLAW JACHTCHENKO _ 331
quyet cu.a Cd quan tu phap" trong Tq,p ch{ Tam ly h9c xii hqi ung dtfng 4, trang 336-381 (1978). 7 2 Hammermesh/Biddle: "Ve d�p va thi tn.ibng lao d(>ng" trong Tq,p chi Kinh te Hoa Ky 84 (5), trang 1174-1194 (1994). 73 Mack/Rainey: "Ll;ia ch9n nhan sl;i va be ngoai chai chuot cu.a cac ung vien nu" trong Tq,p chi Hanh vi xii hqi va tfnh each 5 (5), trang 399-407 (1990). 74 Benson/Karabenic/Lerner: "Hay d�p di: Anh hu&ng cu.a sl;i hap dan ve the chat, chung tQC va tinh dl,lC doi v&i vi�c nh�n du(Jc sl;i giup do" trong Tq,p chi Tam ly Xii hqi 1hf/c nghifm 12 (5), trang 409-415 (1976). 75 Chaiken: "Sl;i hap dan va thuyet phl,lc ve the chat cu.a ngubi giao tiep" trong Tq,p chi Tfnh each va Tam ly xii hqi 37 (8), trang 1387-1397 (1979). 76 Hildebrandt/Fitzgerald: "Phan ung cu.a ngubi l&n doi v&i tre so sinh khac nhau tuy theo sl;i de thuong duqc nh�n thuc" trong Cac qua trinh hanh vi 3, trang 159-172 (1978). 77 Karraker/Stern: "Sl;i hap dan ve the chat cu.a tre so sinh va net m�t: Anh hu&ng den nh�n thuc cu.a ngubi l&n" trong Tam ly xii hqi Cd ban va ung dtfng 11, trang 371-385 (1990). 78 Milgram: "Nghien cuu hanh vive sl;i vang lbi" trong Tq,p chi Tam ly h9c bat thuang va xii hqi 67, trang 371-380 (1963). 332 - THU!T THAO TUNG: GOC T6I AN SAU MOI cAu NOI
79 Hofling va c{>ng stj: "M{>t nghien cuu thtjc nghi�m ve moi quan h� y ta - bac si'' trong Tq,p chi B?nh than kinh va Tam than 143, trang 171-180 (1966). 8 ° Kahneman/Tversky: "Nhung tien b◊ trong ly thuyet trien v9ng: D;µ di�n tkh liiy cua stj khong chac chan" trong Tq,p chi Riti ro va SI/ khong chac chan 5 (4), trang 297-323 (1992). 81 Regan: ''Anh hu&ng cua stj uu ai va thkh tuan thu" trong Tq,p chi Tam ly xa hQi thl/c nghi?m 7, trang 627-639 {1971). 82 Strohmetz/Rind/Fisher Lynn: "Sweetening the Till: Su d\mg k�o de tang tien boa cho nha hang" trong Tq,p chi Tam ly xa hQi ung dl;'ng 32 (2), trang 300-309 (2002). 83 Brehm/Weintraub: "Rao can the chat va phan ung tam ly: Phan ung cua tre hai tuoi doi v&i cac moi de d9a doi v&i t\i do" trong Tq,p chi Nhan each va Tam ly xa hQi 35, trang 830-836 {1977). 84 Choo va McGuinness/Ward, trkh dan trong Cialdini: Anh huong, sdd, trang 255. 85 Worchel/Lee/ Adewole: ''Anh hu&ng cua cung va cau len xep hi;mg doi tuQng gia tr( trong Tq,p chi Nhan each va Tam ly xa hQi 13, trang 79-90 (1992). 86 Cooper/Bennett/Sukel: "Le1i chung khoa h9c phuc t�p: Lam the nao de boi th�m doan dua ra quyet djnh ?" trong Luq,t va Hanh vi con nguoi 20 (4), trang 379-394 {1996). WLADISLAW JACHTCHENKO _ 333
87 Lakoff: "Ngon ngu va vi tri cua ngu<'1i ph\l nu" trong Ngon ngil trong xii hQi 2 (1), trang 45-80 (1973), sau d6 duQ'c giai thich chi tiet hem trong cuon sach cimg ten nam 1975 cua ha. 88 Xem https:/ /en.wikipedia.org/wiki/Toastmasters_ International. 89 Tversky/Kahneman: "Khung cua cac quyet dinh va tam ly cua slj llja ch9n'' trong Khoa hQc 211, trang 453-458 (1981). 90 Trich dan tu https://www.brainyquote.com/quotes/ thomas_a_ edison_l 32683. 91 Trich dan tu https://www.brainyquote.com/quotes/ thomas_j_ watson_209877. 92 Carver/Scheier/Segerstorm: "L�c quan'' trong TffP chi Tam ly hQC lam sang 30 (7), trang 879-889 (2010), v6'i cac nghien cuu sau hon ve cac linh vljc khac nhau cua CUQC song, trong d6 l�c quan c6 tac d(>ng tich cljc. 93 Patrick/Hagtvedt: "Toi khong lam so v6'i Toi khong the: S\i tu choi duQ'c trao quyen thuc day hanh vi hu6'ng den m\lc tieu" trong Tffp chi nghien cuu nguai tieu dimg 39 (2), trang 371-381 (2012). 94 Xem Lakoff/Johnson: An dl;l chung ta tin tliang, Nha xuat ban D�i h9c Chicago (1980). 334 - THUAT THAO TONG: G6C T6I AN SAU M6I cAu N6I
95 Thibodeau/Boroditsky: "C.ic phep an d\1 ma chung toi nghi den: Vai tro cua phep an d\1 trong ly lu�n " trong PLoS One 6 (2), trang 1-11 (2011). 96 Tuyen ho Chinh phu cua Peer Steinbriick, Be} tn.iang Be} Tai chinh Lien bang, ve Tinh hinh Thi tniang tai chinh vai Thuc;,ng vi�n Due t�i Berlin, ngay 25 thang 9 nam 2008, https:/ /www.bundesregierung.de/Content/DE/ Bulletin/2008/ 09 /97 -1-bmf-bt-regerkl.html. 97 Schopenhauer, sdd, Device 12. 98 Langer/Blank/Chanowitz: "S\i vo tam cua hanh dc}ng c6 ve nhu sau sac: Vai tro cua thong tin 'gia duc;,c' trong tucmg tac gifia cac ca nhan'' trong Tq,p chi Nhan each va Tam ly xa h9i 36 (6), trang 635-642 (1978). 99 Da dan. 100 Mehrabian/Wiener, sdd; Mehrabian/Ferris, sdd. 101 Xem t�p "Galileo" tu ngay 14.11.2016 https://www. youtube.com/watch ?V =8kBzvEbpmz8&t=20 ls. 102 Ambady/Krabbenhoft/Hogan: "Ban hang ha mlidi giay: Su d\lng cac phan doan mong manh de danh gia hi�u qua ban hang" trong Tq,p chi Tam ly ngucJi tieu dung 16 (1), trang 4-13 (2006). 103 Ly thuyet lat cat mong duqc nha bao Malcolm Gladwell pho bien trong cuon sach ban ch�y Blink: Sue mq,nh cua vi�c WLADISLAW JACHTCHENKO _ 335
nghf ma khong can suy nghf, Back Bay Books (2005), nhung da duqc khoa h9c biet den tu dau nhfing nam 1990. 104 Ambady/Rosenthal: "Nua phut: D\i doan danh gia cua giao vien tu nhung lat cat mong ve hanh vi phi ngon ngu va slj hap dan ve the chat" trong Tq,p chi nhan each va tam ly xa h9i 64 (3), trang 431-441 (1993). 105 Prickett/Gada-Jain/Bernieri: "Hinh thanh an tuqng dau tien trong m(>t CUQC phong van xin vi�c: 20 giay dau tien'', duqc trinh bay t�i H(>i nghi thu<'1ng nien cua Hi�p h(>i Tam ly Trung Tay, Chicago vao thang 5 nam 2000. 106 Ambady/Rosenthal: "Nhung lat cat mong cua hanh vi bieu d�t nhu nhung yeu to d\i bao h�u qua giua cac ca nhan: M(>t phan Heh tong hqp" trong Bang tin tam ly 111 (2), trang 256-274 {1992). 107 Tim kiem "Nhung cau cham ngon La-tinh'' tren m�ng va b�n se tim thay VO so cau danh ngon ma b�n c6 the SU d1=mg mien phi. 108 Tucholsky: Ratschlii,ge fur einen schlechten Redner (t�m djch: Lai khuyen cho nguai n6i do) trong Gesammelte Werke in 1 O Bii,nden ( t�m djch: Tac phdm dri<Jc suu ta'm trong 10 t�p), t�p 8 (1930), Gerold-Tucholsky/Raddatz, Rowohlt, trang 290 (1975). Trich dan tu http:/ /gutenberg.spiegel.de/ buch/panter-tiger-und-andere-1193/52. 336 - THU�T THAO TUNG: GOC T6I AN SAU MOI cAu NOI
109 Xem https:// en. wikipedia.org/wiki/Glossary _ of_ rhetorical_ terms. llO Tu ignoratio trong tieng La-tinh (s\i ngu dot, S\i VO thuc) va tu La-tinh h6a cua tu tieng Hy L<J.p elegchos (bang chung, bac bo). 111 Trich dan tu https:/ /www.youtube:com/ watch ?v=TDh2iKzBh4E. 112 Schopenhauer, sdd, "Last Device" (38). 113 Da dan, Device 6. 114 Aristotle xac dinh l�p lu� vong tron la mc;,t l�p lu�n gia trong Phep bifn chung ngtfy bifn cua ong (chuong thu nam). llS Xem TedTalk hap dan cua Maurice Conti: "Nhung phat minh dang kinh ng<J.c cua AI trl;(c quan", c6 tren YouTube ho�c www.ted.com. Chuong trinh cc/ vua tl;( dc;,ng Alpha Zero "suy nghi" dc;,c l�p va h9c hoi tu cac tr�n dau truck v6i chinh n6. N6 khong du<Jc v�n hanh b&i cac thu�t toan dinh tru&c, ma phat trien y tu&ng cua rieng minh dl;(a tren nhung thanh cong va that b<J.i tru&c d6, giong nhu mc;>i ngucJi van lam. 116 Locke: M9t bili lu�n ve' sif hieu biet cita con nguoi, Vol. 2, An pham Dover, trang 208 (1959). 117 Annegret Kramp-Karrenbauer (thuc;,c dang Lien minh Dan chu Co doc giao Due) t<J.i Saarbrucker Zeitung, 3.6.2015, WLADISLAW JACHTCHENKO _ 337
https://www.saarbruecker-zeitung.de/politik/themen/und dann-die-forderung-nach-heirat-von-mehr-als-zwei-men schen_aid-1542981. 11 8 Bill O'Reilly tren chuang trinh The Radio Factor vc1i Bill O'Reilly ciia Westwood One, 14.9.2006. 11 9 Schopenhauer, sdd, Device 8 va 27. 120 Xem: "Tiet IQ: Lien ket gi giua Nicolas Cage v&i Cll nga tinh ca" trong Spiegel Online, http:/ /www.spiegel.de/ netzwel t/web/ spurious-correlations-korrelationen-vskausaler-zusammenhang-a-968848.html. 121 Peters/Stringham: "Khong c6 ruqu? B�n c6 the thua: T�i sao nguai uong ruqu kiem duqc nhieu tien hem nguai khong uong ruqu" trong Tq,p chi Nghien cuu Lao dgng27 (3), trang 411-42f (2006). 122 Trich dan tu https:/ /www.brainyquote.com/quotes/ mark_twain_l22862. 123 Cuon sach kinh dien la Huff: Cach noi doi bang thong ke, Penguin (1991). Doi v&i cac chuyen gia, Google c6 m9t cong C\l ma b�n c6 the SU d\lng de t�o cac moi tucmg quan ciia rieng minh: https://www. google.com/trends/correlate. 124 Schopenhauer, sdd, Device 35, duqc trich dan tu https:// en. wikisource.org/wiki/The_Art_of_Being_Right, tr. Thomas Bailey Saunders. 338 _ THUA,T THAO TONG: G6C T6I AN SAU MDI CAU N6I