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How to Get People to Do Stuff: Master the Art and Science of Persuasion and Motivation [Audiobook, MP3 Audio, Unabridged] [MP3 CD]

Susan Weinschenk , Jo Anna Perrin
4.8 out of 5 stars  See all reviews (4 customer reviews)
RRP: £18.07
Price: £13.90 & FREE Delivery in the UK. Details
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Book Description

9 Sep 2013

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.

--This text refers to the Paperback edition.

Product details

  • MP3 CD
  • Publisher: Tantor Media, Inc; Unabridged edition (9 Sep 2013)
  • Language: English
  • ISBN-10: 1452666229
  • ISBN-13: 978-1452666228
  • Product Dimensions: 18.8 x 13.7 x 1.5 cm
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Bestsellers Rank: 2,185,036 in Books (See Top 100 in Books)
  • See Complete Table of Contents

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Most Helpful Customer Reviews
2 of 2 people found the following review helpful
4.0 out of 5 stars A good primer 22 Aug 2013
Format:Paperback|Verified Purchase
This is a deceptively useful book. It is a very clear and simple read, but there is a lot of helpful information. What the author has done is take an academic literature review and turn it into a practical "how to" guide.

Using plain English and a conversational style, a lot of rigorous research has been reduced into easy examples. The lessons of each example are explained and then summarised. At the end of the book, all of the lessons are placed into one "strategy list".

There isn't the detail and insight of say Kahneman's "Thinking, Fast and Slow or Cialdini's "Influence: Science and Practice" but "How to get People to do Stuff" is a good primer.
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2 of 2 people found the following review helpful
5.0 out of 5 stars My thoughts on 'How to get people to do stuff' 12 Jun 2013
Format:Paperback|Verified Purchase
This is a superb pocket book for easy reference. The 'tips' on how to get others to do things naturally are excellent. But of course they are not just tips they are based on researched behavioral psychology. Thanks.
Jim Healy
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5.0 out of 5 stars Fortunately for them 1 July 2014
Format:Paperback|Verified Purchase
My kids were a bit intimidated when I got the book. Fortunately for them, or unfortunately for me, there is still no magic wand inside. Plenty of useful info though!
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2 of 3 people found the following review helpful
5.0 out of 5 stars What a wonderful book 27 July 2013
Format:Paperback|Verified Purchase
As a thrive consultant I am always looking for evidence based work and this book came with heaps of stuff that just works

I'd recommend it to all my colleagues without a doubt

Also very easy to read
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Most Helpful Customer Reviews on (beta) 4.7 out of 5 stars  34 reviews
49 of 50 people found the following review helpful
5.0 out of 5 stars Will I read a book that enables me to get others to act when I don't have authority? 30 May 2013
By Amazon Customer - Published on
Format:Kindle Edition|Verified Purchase
I am a believer that exceptional leaders are masters of human behavior. When I teach leadership to professionals my mantra is "human behavior is not logical but it is predictable." When we study and understand this predictability we are able to successfully navigate our way to the achievement of goals both individual and organizational regardless of our official authority level.

A lot of what is in Ms. Weinschenk's book is not new and I have read and recommended some of her references for years. However, the book is EXCEPTIONAL BECAUSE IT PULLS TOGETHER A LOT OF GREAT INFORMATION FROM A VARIETY OF SOURCES IN A READABLE, ACTIONABLE MANNER. This book will now be the first book I recommend to my leadership class participants when it comes to human behavior.

To quote Ms. Weinschenk "The more you understand psychology, the better you'll be able to sync what you want people to do with what they want to do. Ultimately it's not about manipulation- it's about understanding."

Below are just 10 excerpts from the book that ring true with me... these may seem simple or obvious but the book provides powerful context associated with the statements below.

1. "When people feel they are working with others as a team to reach a goal, they are more motivated to achieve the goal, even without any extrinsic reward, than if they are working alone."

2. "...our brains react in a special way to people we know. People are more likely to do stuff if they know the person asking them, regardless of whether they have differences of opinion with the person."

3. "Research in psychology over the last 15 years has revealed that people process information unconsciously and make very quick (a second or less) unconscious decisions about people."

4. "People will listen to the leader and be more likely to do what the leader suggests. If you want to be the leader, and you want people to do stuff, make sure you speak first."

5. "No idea in this book is more powerful than the idea of using stories to affect behavior."

6. "People often confuse negative reinforcement with punishment, but they are not all the same thing. Negative reinforcement is powerful in changing behavior, and punishment is not as effective."

7. "One way you can get people to do stuff is to invoke a fear of loss. Our instincts are so alert and averse to loss of any kind that we are unconsciously more motivated to take action based on the fear of loss than the anticipation of gain."

8. "To get people to do stuff, you need to offer a few (three or four at most) clear choices so they feel in control."

9. "A good teacher knows how to take a body of knowledge or skill set and break it down into smaller chunks. A good teacher is a master of mastery. Knowing how to chunk skills and information into the right-size bites for a particular individual is what a good teacher does."

10. "When you can get people to ask themselves a question beginning with "Will I...," you're more likely to get them to act on the statement."

Human behavior for leaders is worthy of lifelong study and this book is an excellent resource for that study.

Dr. James T. Brown, PMP PE CSP
Author - The Handbook of Program Management
24 of 27 people found the following review helpful
5.0 out of 5 stars If You Ever Need to Get People to Do Stuff...then this is a must-read 3 April 2013
By Todd Cherches - BigBlueGumball - Published on
Format:Paperback|Verified Purchase
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 overloaded with filler and repetitive examples, or too much academic research. This practical guidebook gets right to the point with a collection of powerful, well-organized tips and strategies, accompanied by numerous impactful and memorable real-life examples.

There are few skills in business or in life more necessary and valuable than having the ability to negotiate a positive outcome, gain buy-in for your ideas, and/or lead others with confidence. And this book, drawing on the work of some of the top, current thought-leaders in the field of influence and motivation (Robert Cialdini, Dan Pink, Barry Schwartz, Charles Duhigg, Daniel Kahneman, and others), will help increase your odds of successfully achieving your people-related objectives...whatever they may be.
7 of 8 people found the following review helpful
4.0 out of 5 stars How to Get People to Do Stuff 5 Jun 2013
By Wally Nichols - Published on
Format:Kindle Edition|Verified Purchase
Concise yet not cryptic. The narrative provides enough anecdotal support to make the points easy to grasp quickly and retain. I especially like the bullet-point summaries for each section. Well-done and a good buy for me.
2 of 3 people found the following review helpful
5.0 out of 5 stars Some people will do anything 19 May 2013
By spsanders - Published on
Format:Kindle Edition|Verified Purchase
Fascinating tips on achieving success through influence. Well supported by studies and enjoyable to read. I commend the author for sharing the wisdom.
4.0 out of 5 stars Interesting book 14 Jun 2014
By Unmesh - Published on
Format:Kindle Edition|Verified Purchase
Very interesting book with takeaways! One can always refer it back quickly for application of the theories. I would recommend the book to all interaction designers.
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