How to Get People to Do Stuff: Master the art and science of persuasion and motivation
- By Susan Weinschenk
- Published Mar 11, 2013 by New Riders.
- Copyright 2013
- Dimensions: 6" x 9"
- Pages: 224
- Edition: 1st
- Book
- ISBN-10: 0-321-88450-7
- ISBN-13: 978-0-321-88450-3
Register your product to gain access to bonus material or receive a coupon.
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.
Related Article
Customer Reviews
|
11 of 13 people found the following review helpful
If You Ever Need to Get People to Do Stuff...then this is a must-read, By Todd Cherches - BigBlueGumball (New York, NY USA) - See all my reviews
Amazon Verified Purchase(What's this?)
This review is from: How to Get People to Do Stuff: Master the art and science of persuasion and motivation (Paperback)
If you ever need to get other people to do stuff (and who doesn't!), then this terrific book is a must-read.As a huge fan of Susan Weinschenk's two excellent "100 Things" books, I just finished "How to Get People to Do Stuff" and absolutely loved it! In fact, after an initial first read, there were so much thought-provoking ideas in it that I went back to the beginning and started going through it all over again, page by page, with red pen in hand, to underline, circle, and strategize on how I might take advantage of all the insightful and valuable tips it has to offer. And I've been recommending it to my students and to all my corporate training and coaching clients as well. One of the things I really like about it is that it is a practical, short-and-straight-forward, easy to understand (though definitely not simple to do!) handbook and toolkit for motivating and influencing people. Unlike so many other similarly-themed books out there, it is not... Read more
1 of 1 people found the following review helpful
Excellent resource, By Phillip Mountrose "gettingthru" (Central Coast California) - See all my reviews
Amazon Verified Purchase(What's this?)
This review is from: How to Get People to Do Stuff: Master the art and science of persuasion and motivation (Paperback)
As the author of several books myself on EFT and self-development, I was quite impressed with the depth and flow of this book. It has a lot of research to back its conclusions, so its key points are clear and well organized. Perhaps in spite of its title and some of the formatting, the book is well-written and structured, with many wonderful strategies you can apply.
6 of 9 people found the following review helpful
Effective Human-Centric Tactics to Influence Other's Motivations/Actions, By
Amazon Verified Purchase(What's this?)
This review is from: How to Get People to Do Stuff: Master the art and science of persuasion and motivation (Kindle Edition)
'How to Get People to Do Stuff,' is a very informative book. The author shares many human-cognitive facts, research findings, anecdotes and other supporting stories that both inform and entertain throughout its 217 pages. It's also presented as a very useful book, but only to the degree the reader/learner would choose when, where and upon whom to use the information shared. While situationally restrained use-usefulness is true of many information sources, it's distinctly true in this instance.Written for and useful to anyone, this non-academic book clearly and concisely describes seven primary influences and their situational characteristics and instinctual tendencies which contribute most to our common-positive human behaviors, reactions and motivations, then suggests multiple strategies how each of these primary influences characteristics and tendencies might inform or positively influence a purposely sought after action, or resulting outcome. For me, the... Read more |
Share your thoughts with other customers:
› See all 4 customer reviews...
Online Sample Chapter
How to Get People to Do Stuff: The Power of Stories
Sample Pages
Download Chapter 4 The Power of Stories
Table of Contents
1) The power of stories
2) How to use examples
3) Getting people into the flow state
4) How to work with someone's habits, not against them
5) Why seeing progress toward a goal is motivating
6) When rewards work and when they don't
7) How to get people to STOP doing something
8) How chemicals in the brain that get people to do stuff
9) Using surprise and unpredictability to motivate
10) How the desire for mastery is motivating
11) How the drive to be autonomous is motivating
12) People want to look smart to others
13) How to get around people's natural laziness
14) Harnessing the dislike of boredom
15) When competition is not motivating
16) Using the desire to connect and be social to motivate
17) People's built in tendency to imitate
18) Using emotions to motivate
19) When making something hard makes it more desirable
20) When anticipation is more important than reward
21) How most goals and desires are unconscious
22) The more difficult something is to achieve the more people like it
23) The power of anticipating
24) Unconscious decision-making
25) Why the brain wants to control the situation
26) How having an experience can be more motivating than having a possession
27) When people are swayed by a dominant personality
28) When and why people look at what other people are doing to decide what
they should do
29) How the "persona" that a person has of themselves influences their
behavior
30) How to get people to change long held beliefs and actions
This book includes free shipping!
This book includes free shipping!
Buy
eBook (Watermarked)
$15.99
$12.79
Includes EPUB, MOBI, and PDF
About eBook Formats
This eBook includes the following formats, accessible from your Account page after purchase:
EPUBThe open industry format known for its reflowable content and usability on supported mobile devices.
MOBIThe eBook format compatible with the Amazon Kindle and Amazon Kindle applications.
PDFThe popular standard, used most often with the free Adobe® Reader® software.
This eBook requires no passwords or activation to read. We customize your eBook by discretely watermarking it with your name, making it uniquely yours.
- Request an Instructor or Media review copy.
- Corporate, Academic, and Employee Purchases
- International Buying Options
Purchase Reward: 15 Day Trial to Creative Edge
By completing any purchase on Peachpit, you become eligible to try out Creative Edge free for 15 days.
Get unlimited online access to thousands of training resources on creative topics. You will also get a discounted rate of just $17.99/month if you decide to continue with a paid subscription.
