How to Get People to Do Stuff

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.

作者简介：

Susan Weinschenk

拥有行为心理学博士学位。在35年的职业生涯中，她一直致力于把心理学领域对人类行为的研究成果应用到商业领域中。她不仅是享誉全球的演说家，还为各种《财富》1000强公司、教育部门、政府部门以及非盈利组织提供咨询服务。客户送给她“智慧女神”的美誉，因为她博览群书，善于追踪神经系统科学方面的最新研究成果，并成功运用到人际交往中。她著有多部著作，最有影响力的是《设计师要懂心理学》《抓住听众心理：演讲者要知道的100件事》。

译者简介：

刘吉熙

1984年生，江苏扬州人；首都师范大学英语语言文学系硕士研究生，翻译理论与实践方向。已出版的译作有《社会化经济》《微博营销：140字的淘金游戏》《你不可不知的50个建筑学知识》《项目管理实战》侦探小说《脸》，并有多篇译作发表在杂志《幼儿园世界》上。

杨硕

1983年生于北京，毕业于首都师范大学英语教育系，硕士研究生，专业为“翻译理论与实践”，现主要从事科技翻译工作。译作有《你不可不知的50个天文知识》《影响宇宙学发展的20个大问题》《你不可不知的50个建筑学知识》《微博营销：140字的淘金游戏》《口语教学实用技巧》等。