O'Reilly logo

How to Get People to Do Stuff: Master the art and science of persuasion and motivation by Susan Weinschenk

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

6. Instincts

Imagine that you’re walking down a path through the woods and suddenly you think you see a snake on the ground in front of you. You jump back in fear, your heart pounding. Your response is strong and automatic. Your survival instincts have kicked in.

We are constantly scanning our surroundings, alert for danger. That’s one of our instincts—to survive. Our instincts include our reactions to novelty, danger, food, and sex. Instinctual responses are strong, fast, and largely unconscious.

Our instincts make us pay attention to certain things in our surroundings and ignore others. Not only that, most of our decisions are either made by, or at least greatly influenced by, our unconscious, instinctual reactions.

When you understand that ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required