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


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How to Get People to Do Stuff: Master the art and science of persuasion and motivation + 100 Things Every Designer Needs to Know About People (Voices That Matter)
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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: 8.9 x 6.1 x 0.5 inches
  • Shipping Weight: 12.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (34 customer reviews)
  • Amazon Best Sellers Rank: #46,847 in Books (See Top 100 in Books)

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.

More About the Author

Susan has a Ph.D.in Psychology and over 30 years of experience as a behavioral psychologist. She speaks, consults, teaches, and writes books about applying psychology to the workplace.

While working on her Ph.D., Dr. Weinschenk conducted research on the left and right half of the brain. She was a college psychology professor at State University of New York (Oswego) and then began consulting. Early in her career she focused on applying cognitive psychology (how people think, remember, perceive), to make technology more usable. Recently she's gone back to her neuropsychology roots, studying the newest brain science and research on unconscious mental processing -- decision-making, persuasion, and emotion.

Susan started college at Virgina Tech and finished her undergraduate degree in Psychology at Northeastern. She then earned a Masters and Ph.D. at Pennsylvania State University.

Susan founded and runs the Weinschenk Institute, LLC in Wisconsin (USA), where she lives with her husband. Her two children are grown and "launched". When not teaching, speaking, writing, or blogging, Susan performs in community theatre, sings jazz, reads books, and watches movies.

Customer Reviews

4.7 out of 5 stars
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Extremely well written and researched.
Jennifer Johnson-Nam
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!
Todd Cherches - BigBlueGumball
For me, the book brought focus to many highly recognizable experiences when I've been influenced and/or seen others motivated in some way.
tyelmene

Most Helpful Customer Reviews

49 of 50 people found the following review helpful By Amazon Customer on May 30, 2013
Format: Kindle Edition Verified Purchase
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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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24 of 27 people found the following review helpful By Todd Cherches - BigBlueGumball on April 2, 2013
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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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7 of 8 people found the following review helpful By Wally Nichols on June 5, 2013
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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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2 of 3 people found the following review helpful By spsanders on May 19, 2013
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Fascinating tips on achieving success through influence. Well supported by studies and enjoyable to read. I commend the author for sharing the wisdom.
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By Unmesh on June 14, 2014
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Very interesting book with takeaways! One can always refer it back quickly for application of the theories. I would recommend the book to all interaction designers.
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Loved this book! It seems like common sense but is very powerful when working with people! Is it psychology or just good people skills? Either way you win!
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I appreciate this book because it clearly communicates principles of influence in a way that is easy to understand, and, most importantly-easily actionable.

Weinshenk gives a concise and easy to use primer that is worth the read, I recommend it highly
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Pragmatic, intelligent, well written, to the point. This is a book to read that will give you ideas. Good book!
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