If you want to see the research behind these ideas check out the following posts:
The Power of Influence, Persuasion, and Motivation
Psychology Recommended Reading List
Archives For motivation
In the past several weeks/months I have had many meetings where I have mentioned the notion of reciprocity, persuasion, and influence. If you are interested in exploring how we actually make decisions you will want to explore the following post Science Of Persuasion – We Aren’t as Rational As We Think We Are where I point to several top thinkers who summarize their ideas in videos.
The following are a list of books I often mention:
Influence: The Psychology of Persuasion by Robert Cialdini
This a classic book on persuasion that explains the psychology of why people say “yes”—and how to apply these insights in a variety of settings. If you were to read only one book on this topic I would recommend this one. If you don’t have time to read this book then you must watch Robert Cialdini – Science Of Persuasion Big Think video which provides a wonderful overview for the book and highlights the 6 key factors in persuasion.
Thinking, Fast and Slow by Daniel Kahneman
This is the 2011 best selling book by Nobel Memorial Prize in Economic Sciences laureate Daniel Kahneman offers psychological, behavioral, and economic insights based on actual research that will make you a better thinker and decision-maker. Great ideas but not as easy to read and understand at Cialdini’s work.
Range: Why Generalists Triumph in a Specialized World by David Epstein
Epstein explains why specialized knowledge is so limiting and why people who have more general or broader knowledge are able to do so much more. Caution – Epstein is a reporter/investigative journalist so while his book is well written and a very enjoyable read it isn’t as academically rigorous as Cialdini’s and Kahnamen’s books which are based on years of research.
This list wouldn’t be complete without pointing to the classic video RSA Animate – Drive: The surprising truth about what motivates us and the book that this video is based on:
Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink
While you are on my site you may want to check out my recommended reading list – https://www.harapnuik.org/?page_id=8200 where you will find above books listed.
As an added bonus you may also want to explore the posts:
Why great teachers aim for influence not control
How to Foster Intrinsic Motivation
When people need motivation not information…
The Myth of Average: Todd Rose
Jenn Cross highlights three ways that common sense leads us astray:
Myth 1: Education will change behavior.
Myth 2: You need to change attitudes to change behavior.
Myth 3: People know what motivates them to take action.
Myth 1: Education will change behavior.
Most people think that if people just know about an issue, they’ll change. But knowing is not enough, says Cross. HOW we present information matters greatly. She says, for example, that the message has to be tangible and personalized.
Myth 2: You need to change attitudes to change behavior.
Cross notes that attitudes actually FOLLOW behavior. She says that if we survey people about attitudes, it won’t accurately predict behavior. Thus it’s important to set behavioral expectations and connect them to values that resonate with our audience(s).
Myth 3: People know what motivates them to take action.
Cross says that we think we know what motivates us, but we don’t really know. She notes that one of the greatest motivators is social norms. If we see someone doing something, we’re more likely to do it too.
In the The Behavioural ScienceGuys video David Maxfield and Joseph Grenny make the argument:
When you are trying to influence people who need motivation and not information, don’t offer more information.
They warn us that if you offer to much information you can provoke people to reactance. The best way to motivate people is not with speeches but with questions.
Consider the following questions:
- What is the goal/purpose/intent of your message?
- Are you motivating people or are you just providing more information?
- Are you targeting the head or the heart?
- What is the last sentence or phrase that your viewer will hear?
- What will they remember?
- What is your call to action or do you even have a call to action?
In the Power of Words video a simple shift in words moves from sharing information to motivating people to share the blind man’s misfortune.
Finally, consider the heartfelt power of the following six word story attributed to Ernst Hemingway:
For sale: baby shoes, never worn
Are you using the power of images, video and words to influence and motivate people or are you just dumping more information?
References
Gardner, A. [Andrea Gardner]. (2010, February 23). The power of words [Video file]. Retrieved from https://youtu.be/Hzgzim5m7oU
For sale: baby shoes, never worn. (n.d.). In Wikipedia. Retrieved December 12, 2016 from https://en.wikipedia.org/wiki/For_sale:_baby_shoes,_never_worn
Maxfield, D., & Grenny, J. [VitalSmarts Video]. (2015, January 5). How to change people who don’t want to change: The behavioral science guys [Video file]. Retrieved from https://youtu.be/9ACi-D5DI6A
