Selfish, scared and stupid the truth about human nature and how to make it work at work
This book is for readers interested in improving influence, growing business reach, improving sales figures or understanding the complexities of human behavior. It answers questions about why the public sometimes fails to engage despite data suggesting otherwise, why new products end up on clearance...
| Main Authors: | , |
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| Format: | eBook |
| Language: | English |
| Published: |
Milton, Qld.
John Wiley and Sons Australia, Ltd
2015
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| Subjects: | |
| Online Access: | |
| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- ""Chapter 6: Make it enjoyable""""It’s not just girls who want to have fun""; ""Make it a game""; ""The yawning chasm between pleasure and pain""; ""The ‘no pain no gain’ myth""; ""Eat the chocolate frog""; ""Focus on the boring bits""; ""Why so serious?""; ""Part III: Think scared""; ""Chapter 7: Flip the fear""; ""Fear drives change""; ""Some fears cost us""; ""Learn to see fear as a lever for positive change""; ""Define and contain fear""; ""Instil appropriate fear""; ""Rebalance the fear""; ""Chapter 8: Link it to the known""; ""Familiarity is just so familiar""
- ""Build identity congruence""""Create values alignment""; ""Demonstrate a connection to broader goals""; ""Show them what’s in it for their communities""; ""Offset the cost""; ""Demonstrate that your issue is my issue""; ""The real question is, ‘What’s in it for them?’""; ""Chapter 5: Offer a reward""; ""On carrots and sticks""; ""The psychology of rewards""; ""The importance of acknowledgement""; ""Rewards must be valuable in context""; ""The greatest rewards are unexpected""; ""The difference between ‘more’ and ‘better’""; ""When rewards stop working""
- ""Epigraph""; ""Title Page""; ""Copyright""; ""Dedication""; ""About The Authors""; ""Acknowledgements""; ""Introduction""; ""Who we are and how we came to write this book""; ""What really drives human behaviour?""; ""Who this book is for""; ""Part I: We are all selfish, scared and stupid""; ""Chapter 1: A matter of survival""; ""Selflessness is a recipe for extinction""; ""Selfish is hard to resist""; ""Fearlessness leads to extinction""; ""Fear: one of the most motivating emotions we possess""; ""Complication and complexity lead to extinction""; ""Don’t fight your nature: work with it""
- ""Something like an analogy""""Link it to the past""; ""The language of change""; ""Perception is everything""; ""Chapter 9: Show them they’re not alone""; ""We are a social species""; ""Social media exists for a reason""; ""There is safety in numbers""; ""The desire to be ‘normal’""; ""Help us ‘fit in’""; ""Connect us to each other""; ""Connect us to something bigger than ourselves""; ""Watch our six""; ""Show us the love""; ""Part IV: Think stupid""; ""Chapter 10: Make it simple""; ""Confusion paralyses us""; ""Complexity doesn’t equal intelligence""
- ""Chapter 2: The Happy Delusion""""What is The Happy Delusion?""; ""How does this delusion form?""; ""The qualities of the mythical hero""; ""But it is a delusion and delusions cost us""; ""Chapter 3: Why failure happens""; ""The truth is, we set ourselves up for failure""; ""Discipline is hard work""; ""Human irrationality""; ""Beliefs are hard to shift""; ""Our brains are over-confident""; ""Laboratory conditions don’t exist""; ""We over-focus on results""; ""Failure is an error in design""; ""Part II: Think selfish""; ""Chapter 4: Tell me WIIFM""; ""Selfishness can be a force for good""