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How to get people to do stuff

Author: Susan Weinschenk
Publisher: Berkeley, Calif. : London : New Riders ; Pearson Education [distributor], ©2013.
Edition/Format:   Print book : EnglishView all editions and formats
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Document Type: Book
All Authors / Contributors: Susan Weinschenk
ISBN: 9780321884503 0321884507
OCLC Number: 845240799
Description: 1 volume ; 23 cm
Contents: Machine generated contents note: The 7 Drivers of Motivation --
Too Manipulative? --
When People Feel Connected, They Work Harder --
Use Nouns, Not Verbs --
Harness the Power of Others' Opinions --
Make Sure the Right Person Does the Asking --
Incur Debt --
Get People to Say No --
Use Imitation --
Mimic Body Language to Build Rapport --
People Will Imitate Your Feelings --
Go Viral --
The Science of Bonding --
How to Get People to Trust You --
Syncing the Brains of Speakers with the Brains of Listeners --
When Competition Works and When It Doesn't --
People Follow Leaders --
What Are You Saying with Your Hands? --
Your Face and Eyes Are Talking, Too --
You Communicate Meaning with Your Tone of Voice --
Clothes Do Make You --
How to Become the Leader in a Few Seconds --
The Science of Habits --
How Habits Get Formed --
How to Intentionally Engage the Unconscious --
How to Create a New Habit in Less than a Week --
I Feel Your Pain (Literally!). Contents note continued: Our Internal Stories Drive Our Behavior --
How to Turn on a Persona --
The "Crack" Strategy --
The "Anchor to a Persona" Strategy --
Start Small --
Going Public --
Writing Increases Commitment --
Prompt a New Story --
Getting People to Do Stuff Automatically --
What the Casinos Know --
Choose from Five Basic Schedules of Reinforcement --
Continuous Reinforcement: How to Get People to Do Something New --
Variable Ratio: How to Get People to Keep Doing It --
Variable Interval: How to Get Stable Behavior --
Fixed Ratio: How to Get a Burst of Behavior --
Why a Fixed Interval Schedule Isn't as Effective --
Rewarding Baby Steps --
Picking the Right Reward --
When to Give the Reward --
Negative Reinforcement --
Punishment --
Fear, Attention, and Memory --
Fear of Illness and Death --
Fear of Loss --
Quantities Are Limited --
When People Want Familiar Brands --
We're Control Freaks --
Safety and Participation --
New and Improved! Contents note continued: Keep 'Em Comin' Back for More --
Novelty and Dopamine --
Food and Sex --
Mastery Trumps Rewards --
Make People Feel Special --
Challenge Is Motivating --
Autonomy Encourages Mastery --
When Struggling Is a Good Thing --
Give Feedback to Keep Motivation Going --
Go with the Flow --
Your Lazy Brain --
Looking for Blame --
Use Coherent Stories --
The Power of Primes --
Messages of Death --
Anchoring: When a Number Is Not Just a Number --
Familiarity Breeds Content --
Make It Hard to Read --
Lulled with the Status Quo --
Make People Uncomfortable --
Craving Certainty --
Don't Make People Think Too Much or Too Long --
To Sound Profound, Make Sure Rhymes Abound --
Simple Names Are Best --
How to Get People to Remember Stuff --
The Schematics in Your Head --
Two Words That Can Change Everything --
Metaphors Have the Power to Change How We Think --
Seize the Moment --
Time Is Money --
People Value Experience More Than They Value Things --
Wandering Minds. Contents note continued: Get People to Stop Thinking --
Shoulda, Woulda, Coulda: The Power of Regret --
Doing the Heavy Lifting --
Get People to Donate Money --
Get People to Take Initiative --
Get Someone to Hire You as an Employee --
Get Someone to Accept a Job Offer --
Get Someone to Hire You as a Vendor --
Get Children to Practice Music --
Get Customers to Be Evangelists --
Get People to Vote --
Get People to Live a Healthier Lifestyle --
Get People to Use Checklists --
Get People to Recycle --
Get Customers to Be Actively Involved --
Get People to See the Other Side --
The Need To Belong --
Habits --
The Power of Stories --
Carrots and Sticks --
Instincts --
The Desire for Mastery --
Tricks of the Mind.
Responsibility: Susan Weinschenk.

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