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How to Get People to Do Stuff: Master the art and science of persuasion and motivation Paperback – March 21, 2013

4.7 out of 5 stars 42 customer reviews

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Editorial Reviews

About the Author

Susan Weinschenk has a Ph.D. in Psychology, and over 30 years of experience as a behavioral scientist. She is a consultant to Fortune 1000 companies, start-ups, educational institutions, non-profits, and US government agencies. Susan is the founder of the Weinschenk Institute, LLC. She is a speaker and teacher, and has written several books, including How To Get People To Do Stuff, 100 Things Every Presenter Needs To Know About People, 100 Things Every Designer Needs to Know About People, and Neuro Web Design: What makes them click? Susan writes two popular blogs: the Brain Wise blog at Psychology Today, and her own blog at her website: theteamw.com/blog.
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Product Details

  • Paperback: 224 pages
  • Publisher: New Riders; 1 edition (March 21, 2013)
  • Language: English
  • ISBN-10: 0321884507
  • ISBN-13: 978-0321884503
  • Product Dimensions: 6 x 0.8 x 8.9 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (42 customer reviews)
  • Amazon Best Sellers Rank: #44,007 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

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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.
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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.
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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.
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It is actually rather scary and confronting how easily people can be encouraged to do stuff. If you need to get people to do things, perhaps as a parent, or as a team manager, or simply as a person who want to bring out the best in people, then this book is certainly worth a look.
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This is an absolutely outstanding book. I have read hundreds of books and am actively involved in persuasion in my job. This book brings together a huge number of scientific analysis, experiments and psychology to build a comprehensive set of tools and processes to help in persuasion.

After reviewing each of the 7 tools and processes in depth, the book then completes with some practical examples of using the tools in common scenarios (e.g. applying for a job, making a sale, getting a worker to adopt a process, getting kids to practice music etc).

A truly outstanding valuable, practical and worthwhile guide.
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I found this a little long with the explanations but Susan had a lot of good tips on persuasion. Her explanations are detailed and she presents scenarios as examples to help you understand the different techniques. If you don't know much about persuasion then this book can help you.
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The only problem with this book is that you cannot drop it once you start reading it. Another problem is that is the information is abundant and you are not going to be able to retain everything at once. I am determined to use it as a guide. At the end of the book (genious stuff) this lady dedicated several pages just to sumarize the whole booke and help you used it as a guide like I said hereinabove. We all know that repetition is critical in the learning cicle, and that's what this lady does at the end of the book. There is no filter not same thing different package or technical bla bla bla, this is digestible science regarding human behaviour that is going to help your organization and your personal life. Great book.
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