Contents
When People Feel Connected, They Work Harder
Harness the Power of Others’ Opinions
Make Sure the Right Person Does the Asking
Mimic Body Language to Build Rapport
People Will Imitate Your Feelings
How to Get People to Trust You
Syncing the Brains of Speakers with the Brains of Listeners
When Competition Works and When It Doesn’t
What Are You Saying with Your Hands?
Your Face and Eyes Are Talking, Too
You Communicate Meaning with Your Tone of Voice
How to Become the Leader in a Few Seconds
How to Intentionally Engage the Unconscious
How to Create a New Habit in Less than a Week
Chapter 4 The Power of Stories
Our Internal Stories Drive Our Behavior
The “Anchor to a Persona” Strategy
Getting People to Do Stuff Automatically
Choose from Five Basic Schedules of Reinforcement
Continuous Reinforcement: How to Get People to Do Something New
Variable Ratio: How to Get People to Keep Doing It
Variable Interval: How to Get Stable Behavior
Fixed Ratio: How to Get a Burst of Behavior
Why a Fixed Interval Schedule Isn’t as Effective
When People Want Familiar Brands
Chapter 7 The Desire for Mastery
When Struggling Is a Good Thing
Give Feedback to Keep Motivation Going
Anchoring: When a Number Is Not Just a Number
Don’t Make People Think Too Much or Too Long
To Sound Profound, Make Sure Rhymes Abound
How to Get People to Remember Stuff
Two Words That Can Change Everything
Metaphors Have the Power to Change How We Think
People Value Experience More Than They Value Things
Shoulda, Woulda, Coulda: The Power of Regret
Chapter 9 Case Studies: Using Drivers and Strategies in the Real World
Get Someone to Hire You as an Employee
Get Someone to Accept a Job Offer
Get Someone to Hire You as a Vendor
Get Children to Practice Music
Get Customers to Be Evangelists
Get People to Live a Healthier Lifestyle
Get Customers to Be Actively Involved