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What Makes People Tick: The Three Hidden Worlds of Settlers, Prospectors and Pioneers Paperback – Illustrated, 1 Sep 2011

4.3 out of 5 stars 9 customer reviews

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Product details

  • Paperback: 420 pages
  • Publisher: Matador (1 Sept. 2011)
  • ISBN-10: 184876720X
  • ISBN-13: 978-1848767201
  • Product Dimensions: 16.3 x 1.3 x 23.3 cm
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Bestsellers Rank: 319,258 in Books (See Top 100 in Books)
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4.3 out of 5 stars
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Format: Paperback
It has been clear for some time that class-based models of political behaviour have weakened to the point of uselessness. The question is what to replace them with. Human beings are not just a set of individuals impervious to external influence. In fact, we are deeply influenced in ways that we don't realise. It turns out that that what drives us is values.

Values are the deep undercurrents of individual motivation. They heavily influence our shopping habits, our choice of partner, our cultural interests, our work, and our politics. We don't just wake up one day and decide that we are going to hold a certain set of values. It is something which occurs in response to our needs. If we are hungry then our values will gear us towards abating our hunger. If we need the esteem of others then our values will guide us in that direction. And if we need to attain ethical wisdom then that is what we will spend our time doing.

It is these deep values that Chris Rose explains in this powerful and exciting look at what makes humans tick. Maslow was right: we do have a hieracrchy of needs and this book presents the evidence behind the theory. It is built around decades worth of data about values and value shifts in society. The evidence base comes from a guy called Pat Dade who runs a company called Cultural Dynamics. I've met Pat on a number occasions and he is one of the most inspirational people I've come across in my professional life. This book explains his life's work. Anyone engaged in politics, business, human association of any kind who hasn't read this book is missing the full picture. It's all in here.

To understand the insights it is necessary to understand that all societies break down into three broad value-sets: settlers, prospectors, and pioneers.
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Format: Paperback
Too often I have seen cases being put forward that don't resonate with their audience. People invest considerable resources and put forward positions that make sense to them but not to the people they are trying to persuade. More remarkably, people are surprised that they keep loosing, and because they spend a lot of their time with people who usually think the same way as them, must have come around to believing that most people think like they do.

Politicians, lawyers and lobbyists need to make sure that their words "click" with the people they are trying to persuade. This is a key job part of the job. But, all too often, their words sound like "double-dutch" to their target audience.

Working out how people "tick" and reformulating your message so it stands a better chance of being accepted is not alchemy. It can be learnt.

Is there a way to win over people?
Chris Rose shows how this can be done. In his new book, the leading NGO campaign consultant, explains just how to do appeal to many different groups of interests.

Chris' book "What Makes People Tick: The Three Hidden Worlds of Settlers, Prospectors and Pioneers" is a must read for any campaigner looking to make sure that their message is listened to and adopted.
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Format: Paperback Verified Purchase
This book is brilliant because it solved some important mysteries I had.

Why is it a waste of time trying to present facts to climate change deniers? Think of the millions of hours wasted on this exercise and the megawatts of anger and fustration caused thereby. This books explains it.

How come two people who had the same schooling in the same country, use the same systems of reason and logic, can disagree fundamentally about something?

Why do some people identify themselves as left wing and some people right wing, when what they hold dear, what is important to them, is practically the same? Heck, why do we even bother with right and left when the bit in common so much more important?

Why do some people prefer team sports like football and others prefer individual sports like tennis?

Why is the truth an insufficient tool of persuasion?

Why do some people have very orderly gardens, devoid of any ecological value.

Why do some people need to own a Porsche, even though it's just a piece of fast metal painted red.

Why do Americans eat organic food because of health and Europeans because of the environment?

What would it take to get people to love the natural world?

Why are so many environmental campaigns useless?

Why do green products take so long to become mainstream?

How can we be effective if we want to make the world a bit better?

The book doesn't exactly present answers to these specific questions, but it equips you to think about these questions and then get a working explanation.

The book is also brilliant because it is deep and does all the above, but it is very readable and engaging.
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I was sceptical at first about the ideas set out here about influencing social change, but having seen the results of acting on them I'm convinced there is a lot to it. Recommended to all who want to influence public policy.
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Great model with really interesting examples to bring it to life. Plenty of ah ha moments regarding personal experience as well as lots to consider for anyone influencing the public.
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