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365 Ways To Persuade And Motivate: #11 Identify The Operating Self-Story
Someone knocks on your door. You recognize him as a kid from your neighborhood. He’s selling popcorn as a fundraiser for a club he belongs to at school. The club is trying to go to the state convention. How do you react? It depends on the story,…
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365 Ways To Persuade And Motivate: #10 Pitch When People Feel Regret
Of all the situations and feelings that motivate people to take action, regret is one of the most powerful. People don’t like to feel regret and will do a lot to avoid it. That’s not surprising, but you might be surprised to find out that the more opportunity…
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365 Ways To Persuade And Motivate: #9 Give Feedback Without Praise
During this series on 365 Ways To Persuade and Motivate I’ve had a few posts about rewards and also some about the desire for mastery. One way to reward people is to give them praise (“Wow, you did a great job on that report”). And…
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365 Ways to Persuade And Motivate: #8 Use The Right Reward
Since starting to write the last few blog posts on rewards I’ve had some questions on what is a reward. So I thought I’d take this blog to write about what makes a reward a reward and how to pick the “right” one. When B.F.…
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365 Ways To Persuade And Motivate: #7 Give Rewards Unpredictably To Sustain A Behavior
In the last blog post I wrote about using a continuous reinforcement schedule when you want to establish a new behavior. And I hinted that you should change that schedule after the behavior is established. One of the reward “schedules” that BF Skinner researched is…
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365 Ways To Persuade And Motivate: #6 Reward Every Time To Establish A New Behavior
Rewards are one of the most common ways that people think of to get other people to do stuff. In the talks that I give on the topic I tell people that rewards are actually one of the least effective ways to get people to…
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365 Ways to Persuade And Motivate: #5 Point Out How People Are Connected
When people feel connected to each other then they are more motivated to work together. Even pointing out how people are connected in small ways affects behavior. Gregory Walton is a professor at Stanford who has studied the effects of belonging on behavior. In one…
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365 Ways To Persuade And Motivate: #4 Give People Autonomy
In the previous blog post in this series I wrote that one of the best ways to motivate people is to stimulate a desire for mastery – and that breaking things into small pieces and showing progress through the pieces encourages the desire for mastery.…
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365 Ways To Persuade And Motivate: #3 Small Steps
One of the best ways to motivate people is to stimulate a desire for mastery. People are naturally curious and this curiosity helps people master their environment. People want to learn, improve, and master skills and knowledge. One of the things you can do to…
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365 Ways To Persuade & Motivate: #2 Use The Word “Because”
In the first blog post of this new “365” series I cited new research on eye contact. But sometimes I think it’s important to go back to “foundational” (i.e. old!) research. So #2 in the series comes from research conducted in 1978. Ellen Langer (Professor…
