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How To Get People To Do Stuff
1. The Power of Stories 2. Tricks of the Mind 3. Instincts 4. Carrots and Sticks 5. The Need to Belong 6. Habits 7. The Desire for Mastery
QUIZ True or False?
1. The best way to get long-term behavior change is to get people to change their own “self-stories”.
2. If you want people to think about a question logically use a hard to read font.
3. People can remember 7 + or – 2 (i.e., 5-9) things. 4. If you want people to take an action use a verb instead of a noun. 5. On average it takes 63 days to create a new habit. 6. When you want to establish a new behavior you need to reward it every
time. 7. If you want to stimulate the desire for mastery then give people control
over what they do and how they do it.
1. The Power of Stories
2. Tricks of the Mind
Most mental processing is unconscious
In a lake there is a patch of lily pads. Every day the patch doubles in size. If it takes 48 days for the patch to cover the entire lake, how long would it take for the patch to cover half of the lake?
24 days or 47 days?
In a lake there is a patch of lily pads. Every day the patch doubles in size. If it takes 48 days for the patch to cover the entire lake, how long would it take for the patch to cover half of the lake?!
24 days or 47 days?!
Sale on Soup Limit of 10 cans per person
Sale on Soup No limit per person
Sale on Soup Limit of 10 cans per person
Sale on Soup No limit per person
Platinum: £55.95 Gold: £35.95 Silver: £15.95
Silver: £15.95 Gold: £35.95 Platinum: £55.95
3. Instincts
40% stopped to taste 30% of them purchased 100 people = 12 sales
60% stopped to taste 3% of them purchased 100 people = 2 sales
Iyengar, Sheena S. and Mark R. Lepper. 2000. When choice is demotivating: Can one desire too much of a good thing?. Journal of Personality and Social Psychology. 79: 995-1006.
4. Carrots and Sticks
“A” on report card $5 More “A’s”
Skinner’s Operant Conditioning Behavior Reinforcement More behavior
Push button Win money Push button
Report on time Praise More reports on time
5. The Need To Belong
6. Habits
Pavlov’s Classical Conditioning
Stimulus Response
Meat + Bell Salivate Bell Salivate
Meat Salivate
Habits
Stimulus Response Cue Response
Wake up Brush teeth
To Create a NEW Habit
Cue Response Wake up Brush teeth
Existing Response becomes the new cue:
Brush teeth Take vitamins B.J. Fogg: tinyhabits.com
7. The Desire for Mastery
How To Get People To Do Stuff
1. The Power of Stories 2. Tricks of the Mind 3. Instincts 4. Carrots and Sticks 5. The Need to Belong 6. Habits 7. The Desire for Mastery
“Motivation is the art of getting people to do what you want them to do because they want to do it.”
...Dwight D. Eisenhower 34th President of the US
(1953 until 1961)
