About this item
Highlights
- Appealing to humans' basic instincts to increase influence, buy-in and results Survival of the species comes down to three basic instincts, say behavioural research strategists Dan Gregory and Kieran Flanagan--fear, self-interest and simplicity.
- About the Author: Dan Gregory and Kieran Flanagan are behavioural researchers and strategists and the founders of innovation and engagement think-tank, The Impossible Institute(TM).
- 224 Pages
- Business + Money Management, Motivational
Description
Book Synopsis
Appealing to humans' basic instincts to increase influence, buy-in and resultsSurvival of the species comes down to three basic instincts, say behavioural research strategists Dan Gregory and Kieran Flanagan--fear, self-interest and simplicity. These basic human 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 your performance, engagement and influence, demystifies these behaviours and examines the psychology behind why even the best ideas sometimes fail.
This book helps businesses design their organisations for reality rather than perfection, and also offers strategies to head off unprecedented levels of disengagement within, and outside, the business. It answers baffling questions around why the public sometimes fails to engage despite overwhelming data suggesting otherwise, why so many new products end up on clearance shelves and why so many great salespeople often fall short of their monthly targets.
- 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
- Learn to use a simple mindset to create low-involvement products, helping appeal to instinct and making products hard to resist
This provocative book is built on the idea that businesses must return to a more human engagement methodology in order to succeed. It is an informative read for anyone interested in improving influence, growing business reach, improving sales figures or understanding the complexities of human behaviour.
From the Back Cover
IF YOU WANT TO SUCCEED ... PREPARE FOR FAILURE!
Why is change so difficult? Why are leaders experiencing unprecedented levels of disengagement? Why are sales people falling so short of their targets?
And, perhaps most importantly, why is it that so many seemingly sound businesses and worthy causes falter, relegating exciting new ideas to the scrap heap?
After years of having motivational smoke blown up our collective backsides we've started to act as if we are all generous, bold and intelligent--all of the time! We've designed our organisations, teams, systems, products, relationships and lives so we can only succeed under ideal 'laboratory' conditions. Anything less than perfection often means catastrophe. The problem is that's not how human beings work at all.
Behavioural strategists Dan Gregory and Kieran Flanagan argue that if you want to increase your chances of success in business and life, you should design for reality. Offering real-world strategies with a healthy dose of wit and charm, Selfish, Scared & Stupid will help you design for success by aligning with natural human behaviours: selfishness, fear and stupidity.
About the Author
Dan Gregory and Kieran Flanagan are behavioural researchers and strategists and the founders of innovation and engagement think-tank, The Impossible Institute(TM). Dan can also be seen on ABC TV's Gruen Planet.