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Selfish, Scared and Stupid. Stop Fighting Human Nature And Increase Your Performance, Engagement And Influence

  • ID: 2935897
  • Book
  • December 2014
  • Region: Global
  • 248 Pages
  • John Wiley and Sons Ltd
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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.

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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 189

Index 191

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Kieran Flanagan
Dan Gregory
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