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

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.