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

by Weinschenk, Susan

• ISBN13: 9780321884503
• ISBN10: 0321884507
• Edition: 1st
• Format: Paperback
• Copyright: 2013-03-11
• Publisher: New Riders

Summary

Whether you want your customers to buy from you, or vendors to give you a good deal, your boss to give you a raise, or your employees to take initiative, most of your work life and even your personal life involves trying to get people to do stuff. Instead of using your usual tactics that sometimes work and sometimes don't, you can learn how to use insights from recent research in psychology and brain science to be more effective in motivating people and in getting people to do the stuff you want them to do - even getting people to want to do the stuff you want them to do.

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