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

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Index

A

anchoring technique, habits 51

The Art of Choosing 103

attractive people 1617

authority, obedience to 3133

automatic and efforful thinking 124127

B

belonging as motivation driver. See Need to Belong motivation driver

biases 6

body language

conveying leadership 3335

mimicking 2223

bonding, science of 2528

laughter effects 2627

oxytocin hormone 26, 28

synchronous activities 28

C

Carrots and Sticks motivation driver 35

conditioning

classical 7677, 86

operant 78, 8689

versus Desire for Mastery motivation driver 112

goal-gradient effect 84

punishment 9394

reinforcements/rewards

continuous schedule 8081

fixed interval schedule 80, 85

fixed ratio schedule 80, 8385

monetary 90

negative 9193

selecting 8990

timing 91

variable interval ...

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