Coverart for item
The Resource Selfish, scared and stupid : the truth about human nature and how to make it work at work, Dan Gregory, Kieran Flanagan

Selfish, scared and stupid : the truth about human nature and how to make it work at work, Dan Gregory, Kieran Flanagan

Label
Selfish, scared and stupid : the truth about human nature and how to make it work at work
Title
Selfish, scared and stupid
Title remainder
the truth about human nature and how to make it work at work
Statement of responsibility
Dan Gregory, Kieran Flanagan
Creator
Contributor
Author
Subject
Language
eng
Summary
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 shelves and why great salespeople often fall short of monthly targets. The book will help readers: 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, thereby making the buying process more attractive to selfish natures; examine the link between fear and the unknown, including strategies for quelling fears and turning them into action; and learn to use a simple mindset to create low-involvement products, helping appeal to instinct and making products hard to resist. The book is built on the idea that businesses must return to a more human engagement methodology in order to succeed. --
Assigning source
Edited summary from book
Cataloging source
AU@
http://library.link/vocab/creatorName
Gregory, Dan
Dewey number
128
Illustrations
illustrations
Index
index present
LC call number
BF199
LC item number
.G746 2014
Literary form
non fiction
Nature of contents
dictionaries
http://library.link/vocab/relatedWorkOrContributorDate
1944-
http://library.link/vocab/relatedWorkOrContributorName
Flanagan, Kieran
http://library.link/vocab/subjectName
  • Human behavior
  • Philosophical anthropology
  • Success
  • Conduct of life
  • Social interaction
  • BUSINESS & ECONOMICS
  • Conduct of life
  • Human behavior
  • Philosophical anthropology
  • Social interaction
  • Success
Label
Selfish, scared and stupid : the truth about human nature and how to make it work at work, Dan Gregory, Kieran Flanagan
Instantiates
Publication
Note
Includes index
Antecedent source
unknown
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • ""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""; ""Donâ€TMt fight your nature: work with it""
  • ""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 donâ€TMt 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""
  • ""Build identity congruence""""Create values alignment""; ""Demonstrate a connection to broader goals""; ""Show them whatâ€TMs in it for their communities""; ""Offset the cost""; ""Demonstrate that your issue is my issue""; ""The real question is, †W̃hatâ€TMs in it for them?â€TM""; ""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 †m̃oreâ€TM and †b̃etterâ€TM""; ""When rewards stop working""
  • ""Chapter 6: Make it enjoyable""""Itâ€TMs not just girls who want to have fun""; ""Make it a game""; ""The yawning chasm between pleasure and pain""; ""The †ño pain no gainâ€TM 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""
  • ""Something like an analogy""""Link it to the past""; ""The language of change""; ""Perception is everything""; ""Chapter 9: Show them theyâ€TMre not alone""; ""We are a social species""; ""Social media exists for a reason""; ""There is safety in numbers""; ""The desire to be †ñormalâ€TM""; ""Help us †f̃it inâ€TM""; ""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 doesnâ€TMt equal intelligence""
Control code
879370327
Dimensions
unknown
Extent
1 online resource (1 volume)
File format
unknown
Form of item
online
Isbn
9780730312796
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations
Publisher number
EB00551799
Quality assurance targets
unknown
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)879370327
Label
Selfish, scared and stupid : the truth about human nature and how to make it work at work, Dan Gregory, Kieran Flanagan
Publication
Note
Includes index
Antecedent source
unknown
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • ""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""; ""Donâ€TMt fight your nature: work with it""
  • ""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 donâ€TMt 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""
  • ""Build identity congruence""""Create values alignment""; ""Demonstrate a connection to broader goals""; ""Show them whatâ€TMs in it for their communities""; ""Offset the cost""; ""Demonstrate that your issue is my issue""; ""The real question is, †W̃hatâ€TMs in it for them?â€TM""; ""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 †m̃oreâ€TM and †b̃etterâ€TM""; ""When rewards stop working""
  • ""Chapter 6: Make it enjoyable""""Itâ€TMs not just girls who want to have fun""; ""Make it a game""; ""The yawning chasm between pleasure and pain""; ""The †ño pain no gainâ€TM 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""
  • ""Something like an analogy""""Link it to the past""; ""The language of change""; ""Perception is everything""; ""Chapter 9: Show them theyâ€TMre not alone""; ""We are a social species""; ""Social media exists for a reason""; ""There is safety in numbers""; ""The desire to be †ñormalâ€TM""; ""Help us †f̃it inâ€TM""; ""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 doesnâ€TMt equal intelligence""
Control code
879370327
Dimensions
unknown
Extent
1 online resource (1 volume)
File format
unknown
Form of item
online
Isbn
9780730312796
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations
Publisher number
EB00551799
Quality assurance targets
unknown
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)879370327

Library Locations

    • Ellis LibraryBorrow it
      1020 Lowry Street, Columbia, MO, 65201, US
      38.944491 -92.326012
    • Engineering Library & Technology CommonsBorrow it
      W2001 Lafferre Hall, Columbia, MO, 65211, US
      38.946102 -92.330125
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