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

Index

A

anchoring technique, habits 51

The Art of Choosing 103

attractive people 16–17

authority, obedience to 31–33

automatic and efforful thinking 124–127

B

belonging as motivation driver. See Need to Belong motivation driver

biases 6

body language

conveying leadership 33–35

mimicking 22–23

bonding, science of 25–28

laughter effects 26–27

oxytocin hormone 26, 28

synchronous activities 28

C

Carrots and Sticks motivation driver 3–5

conditioning

classical 76–77, 86

operant 78, 86–89

versus Desire for Mastery motivation driver 112

goal-gradient effect 84

punishment 93–94

reinforcements/rewards

continuous schedule 80–81

fixed interval schedule 80, 85

fixed ratio schedule 80, 83–85

monetary 90

negative 91–93

selecting 89–90

timing 91

variable interval ...