Summary of Get People to Do What You Want


Get People to Do What You Want book summary

Editorial Rating



  • Bold
  • Concrete Examples
  • Insider's Take


Former US Army battlefield interrogator Gregory Hartley and best-selling author Maryann Karinch share the secrets of getting people to do what you want. The authors guide you through subtle manipulation in a conversational, accessible voice. They modified Army interrogation tactics to fit every day life to help you rise to the top, ask questions that elicit the information you want, draw followers and thrive in a negotiation. Whether you’re a CEO or hoping for your first leadership role, you can push your agenda ahead if you have the right tools – just handle with care.

About the Authors

Gregory Hartley and Maryann Karinch have co-written 10 books, including The Art of Body Talk and How to Be an Expert on Anything in Two Hours


Social desires drive people because they want to stand out and to belong.

Like chimps, humans are social animals who need to belong to compatible groups and distinguish themselves as exceptional, or alpha, members. In 1943, psychologist Abraham Maslow wrote about the hierarchy of human needs, plotting them on a pyramid. At the bottom, he put survival and security-related needs, such as food and water. Socially dependent needs for love, belonging, esteem and self-actualization sit above survival needs.

Army interrogators prey on a subject’s socially dependent needs. To do the same, assume that the person you are questioning hasn’t satisfied all of his or her needs for self-actualization. Target the person’s need for self-realization or self-esteem. You can weaken your subjects by attacking their sense of belonging or build them up by enhancing it.

Interrogators gain leverage by manipulating other people’s self-image.

People are either “typical, supertypical” or “subtypical.” Typical people demonstrate qualities and behave in ways that other people in their social ...

Comment on this summary

More on this topic

By the same authors

Find Out Anything From Anyone, Anytime
How to Spot a Liar
Rangers Lead the Way
Subtle Acts of Exclusion
You’re Invited
The Advice Trap
Every Conversation Counts
Rebel Talent
The Conscience Code

Related Channels