March 2013
Beginner
224 pages
5h 20m
English
book
How to Get People to Do Stuff: Master the art and science of persuasion and motivation
by Susan Weinschenk
Overview
We all want people to do stuff. Whether you want your customers
to buy from you, vendors to give you a good deal, your employees to
take more initiative, or your spouse to make dinner—a large
amount of everyday is about getting the people around you to do
stuff. Instead of using your usual tactics that sometimes work and
sometimes don't, what if you could harness the power of psychology
and brain science to motivate people to do the stuff you want them
to do - even getting people to want to do the
stuff you want them to do.
In this book you’ll learn the 7 drives that motivate people:
The Desire For Mastery, The Need To Belong, The Power of Stories,
Carrots and Sticks, Instincts, Habits, and Tricks Of The
Mind. For each of the 7 drives behavioral psychologist Dr. Susan
Weinschenk describes the research behind each drive, and then
offers specific strategies to use. Here’s just a few things
you will learn:
The more choices people have the more regret they feel about the choice they pick. If you want people to feel less regret then offer them fewer choices.
If you are going to use a reward, give the reward continuously at first, and then switch to giving a reward only sometimes.
If you want people to act independently, then make a reference to money, BUT if you want people to work with others or help others, then make sure you DON’T refer to money.
If you want people to remember something, make sure it is at the beginning or end of your book, presentation, or meeting. Things in the middle are more easily forgotten.
If you are using feedback to increase the desire for mastery keep the feedback objective, and don’t include praise.
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