Summary of How to Get People to Do Stuff

Master the Art and Science of Persuasion and Motivation

New Riders, more...

Buy the book

How to Get People to Do Stuff book summary
To persuade people, use scientifically proven insights from the psychology of motivation.


8 Overall

9 Applicability

7 Innovation

7 Style


Behaviorist Susan M. Weinschenk explains how to persuade others to “do stuff” you want done by using the findings of neuroscience and psychology to tap into seven basic human motivational drives: “the need to belong, habits, the power of stories, carrots and sticks, instincts, the desire for mastery,” and “tricks of the mind.” She cites scientific studies that affirm some aspects of the “folk wisdom” of motivation and overturn many others, triggering a revolution in behaviorism. Though Weinschenk skates over issues of potential manipulation, she packs smart insights into her punchy, unflinchingly practical book. getAbstract recommends her guidance to managers, marketers and leaders seeking straightforward, evidence-based strategies for influencing and persuading people.

In this summary, you will learn

  • Which “seven drives” motivate people and
  • How to use the psychology of the seven drives to “get people to do stuff.”


Intrinsic Drives and Real Motivations
What drives people to act? What motivates your employees? If you knew, you would get more out of your interactions with them, and so would they, including deeper commitment, clearer communication and greater engagement. You would be able to get them...
Get the key points from this book in less than 10 minutes. Learn more about our products or log in

About the Author

Psychologist and behavioral scientist Susan M. Weinschenk, PhD, also wrote 100 Things Every Designer Needs to Know About People and Neuro Web Design: What Makes Them Click?

Comment on this summary

  • Avatar
  • Avatar
    Eoin O'Cleirigh 2 months ago
    What I felt was missing was how to motivate others when they are not your direct reports - e.g. volunteer committee, or other departments (how to get over the "not my job")
  • Avatar
    Katelyn Burke 3 months ago
    Interesting read. Helpful for both sales and marketing! I got a few takeaways for messaging.
  • Avatar
    Matthew George 10 months ago
    very interesting , and will help with morning meetings , In my department.
  • Avatar
    Alan Phillips 1 year ago
    Very interesting read
  • Avatar
    Louvain McIntyre-Bain 1 year ago
    Really insightful read which can definitely be utilized in the workplace and everyday life
  • Avatar
    Carla Paniagua 1 year ago
    Really interesting to exercise in a large group of people as I work where diversity of full of opinions and life experiences as seniority...
  • Avatar
    Roberta Jones 1 year ago
    great content -
  • Avatar
    Karmjit Singh 1 year ago
    Useful information for non-managers as well. Looks like "Priming" and "Limiting opportunities for regret" mind tricks were applied on me in past.
  • Avatar
    Janice Nessel 2 years ago
    The need to belong is definitely a driver in most employees in the workforce. Allowing expression with openness to promote communications is a great way to begin a path of assistance to new employees.
  • Avatar
    Denver Simon 2 years ago
    I should try this in the workplace.
  • Avatar
    Sander Kevin L 2 years ago
    Looks like Pavloff's threory at work all over again.
  • Avatar
    Morrison Shawn Marie 2 years ago
    Meaningful information when we implement it.
  • Avatar
    Kimberly Wallace 2 years ago
    Good content and will help in having meaningful and effective conversations with staff and leaders

More on this topic

Customers who read this summary also read

More by category