Details
Selfish, Scared and Stupid
Stop Fighting Human Nature and Increase Your Performance, Engagement and Influence1. Aufl.
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11,99 € |
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| Verlag: | Wiley |
| Format: | |
| Veröffentl.: | 15.08.2014 |
| ISBN/EAN: | 9780730312802 |
| Sprache: | englisch |
| Anzahl Seiten: | 224 |
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Beschreibungen
Appealing to humans' basic instincts to increase influence,buy-in and results
Survival of the species comes down to three basic instincts, saybehavioural research strategists Dan Gregory and KieranFlanagan--fear, self-interest and simplicity. These basichuman behaviours come into play in all types of relationships,including those between businesses and customers. Selfish,Scared and Stupid: Stop fighting human nature and increase yourperformance, engagement and influence, demystifies thesebehaviours and examines the psychology behind why even the bestideas sometimes fail.
This book helps businesses design their organisations forreality rather than perfection, and also offers strategies to headoff unprecedented levels of disengagement within, and outside, thebusiness. It answers baffling questions around why the publicsometimes fails to engage despite overwhelming data suggestingotherwise, why so many new products end up on clearance shelves andwhy so many great salespeople often fall short of their monthlytargets.
* Learn how the survival of the species plays into business,including delusionary realities and the reasons ideas can fail
* Discover how to offer customers strategic rewards, therebymaking the buying process more attractive to selfish natures
* Examine the link between fear and the unknown, includingstrategies for quelling fears and turning them into action
* Learn to use a simple mindset to create low-involvementproducts, helping appeal to instinct and making products hard toresist
This provocative book is built on the idea that businesses mustreturn to a more human engagement methodology in order to succeed.It is an informative read for anyone interested in improvinginfluence, growing business reach, improving sales figures orunderstanding the complexities of human behaviour.
Survival of the species comes down to three basic instincts, saybehavioural research strategists Dan Gregory and KieranFlanagan--fear, self-interest and simplicity. These basichuman behaviours come into play in all types of relationships,including those between businesses and customers. Selfish,Scared and Stupid: Stop fighting human nature and increase yourperformance, engagement and influence, demystifies thesebehaviours and examines the psychology behind why even the bestideas sometimes fail.
This book helps businesses design their organisations forreality rather than perfection, and also offers strategies to headoff unprecedented levels of disengagement within, and outside, thebusiness. It answers baffling questions around why the publicsometimes fails to engage despite overwhelming data suggestingotherwise, why so many new products end up on clearance shelves andwhy so many great salespeople often fall short of their monthlytargets.
* Learn how the survival of the species plays into business,including delusionary realities and the reasons ideas can fail
* Discover how to offer customers strategic rewards, therebymaking the buying process more attractive to selfish natures
* Examine the link between fear and the unknown, includingstrategies for quelling fears and turning them into action
* Learn to use a simple mindset to create low-involvementproducts, helping appeal to instinct and making products hard toresist
This provocative book is built on the idea that businesses mustreturn to a more human engagement methodology in order to succeed.It is an informative read for anyone interested in improvinginfluence, growing business reach, improving sales figures orunderstanding the complexities of human behaviour.
About the authors xi
Acknowledgements xiii
Introduction xv
Part I: We are all selfish, scared and stupid
1 A matter of survival 3
2 The Happy Delusion 17
3 Why failure happens 31
Part II: Think selfish
4 Tell me WIIFM 51
5 Offer a reward 67
6 Make it enjoyable 81
Part III: Think scared
7 Flip the fear 97
8 Link it to the known 111
9 Show them they're not alone 125
Part IV: Think stupid
10 Make it simple 139
11 Make it easy (lazy) 155
12 Make it hard not to 169
Selfish, scared and stupid in the real world 183
The Impossible Institute(TM) 189
Index 191
Acknowledgements xiii
Introduction xv
Part I: We are all selfish, scared and stupid
1 A matter of survival 3
2 The Happy Delusion 17
3 Why failure happens 31
Part II: Think selfish
4 Tell me WIIFM 51
5 Offer a reward 67
6 Make it enjoyable 81
Part III: Think scared
7 Flip the fear 97
8 Link it to the known 111
9 Show them they're not alone 125
Part IV: Think stupid
10 Make it simple 139
11 Make it easy (lazy) 155
12 Make it hard not to 169
Selfish, scared and stupid in the real world 183
The Impossible Institute(TM) 189
Index 191
"SSS is a triumph, a great read, stunning insights and the title had me laughing at myself and learning at the same time. It makes me want to be a better man--generous, courageous and intelligent!"
--Matt Church, Founder of Though Leaders Global and author of Amplifiers
"How refreshing to have a book that cuts through the myths and hype and gets to the heart of human behaviour and the realities of why we do what we do. Dan and Kieran share a rare quality of not only being brilliant researchers and strategists, but also being able to translate what they do into what we need to know. And they do it with such a fabulous sense of wit and humour that you can't help but turn the page. This book will change how you view behaviour, business, leadership and even society, forever."
--Megan Dalla-Camina, Strategist and author of Getting Real About Having It All
"Clever, rigorous and refreshingly real--this fad-free book shows modern-day realists how to unlock real results."
--Dr Jason Fox, Motivational Scientist and author of The Game Changer
"Finally someone has the guts to tell the truth! This book will blow your mind and not allow you to look at the world the same. By removing your blinders it will save you time and help you get what you want."
--Dr Adam Fraser, Human Performance Researcher and author of The Third Space
"As business leaders we think we know but Dan and Kieran really know what makes buyers do what they do. Buy this book to find out how to get them to buy more."
--Jeffrey Hayzlett, Primetime TV Show Host, best-selling author and sometime cowboy
"Clever, funny, thoughtful and passionate about success ... the book is too."
--Russell Howcroft, Executive General Manager, Network Ten
"I deeply resent Dan and Kieran's hilariously blunt insights into my human failings--or at least I would--if the opportunity to profit from them wasn't so genuine and compelling. Steel-toed honesty coupled with brilliant original perspectives: Whether your focus is business or philanthropy, this is a book for people who have the courage to understand themselves in order to change the world."
--Bradley Trevor Greive AM, New York Times best-selling author
"Dan and Kieran's latest book combines the art of engaging readability with the science of killing sacred cows. This book cuts through the clutter and the rah rah and creates a new paradigm of understanding human nature, which is essential to create organisations and brands well positioned for a future that isn't just about hype, but about depth and meaning. Hoover it now!"
--Anders Sorman-Nilsson, Futurist and Founder of the think tank--Thinque
--Matt Church, Founder of Though Leaders Global and author of Amplifiers
"How refreshing to have a book that cuts through the myths and hype and gets to the heart of human behaviour and the realities of why we do what we do. Dan and Kieran share a rare quality of not only being brilliant researchers and strategists, but also being able to translate what they do into what we need to know. And they do it with such a fabulous sense of wit and humour that you can't help but turn the page. This book will change how you view behaviour, business, leadership and even society, forever."
--Megan Dalla-Camina, Strategist and author of Getting Real About Having It All
"Clever, rigorous and refreshingly real--this fad-free book shows modern-day realists how to unlock real results."
--Dr Jason Fox, Motivational Scientist and author of The Game Changer
"Finally someone has the guts to tell the truth! This book will blow your mind and not allow you to look at the world the same. By removing your blinders it will save you time and help you get what you want."
--Dr Adam Fraser, Human Performance Researcher and author of The Third Space
"As business leaders we think we know but Dan and Kieran really know what makes buyers do what they do. Buy this book to find out how to get them to buy more."
--Jeffrey Hayzlett, Primetime TV Show Host, best-selling author and sometime cowboy
"Clever, funny, thoughtful and passionate about success ... the book is too."
--Russell Howcroft, Executive General Manager, Network Ten
"I deeply resent Dan and Kieran's hilariously blunt insights into my human failings--or at least I would--if the opportunity to profit from them wasn't so genuine and compelling. Steel-toed honesty coupled with brilliant original perspectives: Whether your focus is business or philanthropy, this is a book for people who have the courage to understand themselves in order to change the world."
--Bradley Trevor Greive AM, New York Times best-selling author
"Dan and Kieran's latest book combines the art of engaging readability with the science of killing sacred cows. This book cuts through the clutter and the rah rah and creates a new paradigm of understanding human nature, which is essential to create organisations and brands well positioned for a future that isn't just about hype, but about depth and meaning. Hoover it now!"
--Anders Sorman-Nilsson, Futurist and Founder of the think tank--Thinque
Dan Gregory and Kieran Flanagan are behaviouralresearchers and strategists and the founders of innovation andengagement think-tank, The Impossible Institute(TM). Dan can alsobe seen on ABC TV's Gruen Planet.
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