Summary of How to Get People to Do Stuff

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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.”

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?



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...

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Comment on this summary

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    Eoin O'Cleirigh 12 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")
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    Katelyn Burke 1 year ago
    Interesting read. Helpful for both sales and marketing! I got a few takeaways for messaging.
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    Matthew George 2 years ago
    very interesting , and will help with morning meetings , In my department.
  • Avatar
    Alan Phillips 2 years ago
    Very interesting read
  • Avatar
    Louvain McIntyre-Bain 2 years ago
    Really insightful read which can definitely be utilized in the workplace and everyday life
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    Carla Paniagua 2 years 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...
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    Roberta Jones 2 years ago
    great content -
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    Karmjit Singh 2 years ago
    Useful information for non-managers as well. Looks like "Priming" and "Limiting opportunities for regret" mind tricks were applied on me in past.
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    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.
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    Denver Simon 2 years ago
    I should try this in the workplace.
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    Sander Kevin L 3 years ago
    Looks like Pavloff's threory at work all over again.
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    Morrison Shawn Marie 3 years ago
    Meaningful information when we implement it.
  • Avatar
    Kimberly Wallace 3 years ago
    Good content and will help in having meaningful and effective conversations with staff and leaders

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