Reinforcements: How to Get People to Help You

Reinforcements: How to Get People to Help You

by Heidi Grant


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Product Details

ISBN-13: 9781633692350
Publisher: Harvard Business Review Press
Publication date: 06/12/2018
Pages: 208
Sales rank: 227,929
Product dimensions: 5.70(w) x 8.30(h) x 0.90(d)

About the Author

Heidi Grant, PhD, is a social psychologist who researches, writes, and speaks about the science of motivation. She is Global Director of Research & Development at the NeuroLeadership Institute and serves as Associate Director of Columbia's Motivation Science Center. She received her doctorate in social psychology from Columbia University.

Table of Contents

Part 1 Asking for Help Is the Worst

1 It Makes Us Feel Bad 3

2 We Assume Others Will Say No 21

3 We Assume Asking for Help Makes Us Less Likable 37

Part 2 How to Ask Anyway

4 The Inherent Paradox in Asking for Help 57

5 The Four Steps to Getting the Help You Need 79

6 Don't Make It Weird 99

Part 3 Creating a Culture of Helpfulness

7 The In-Group Reinforcement 121

8 The Positive Identity Reinforcement 143

9 The Effectiveness Reinforcement 163

Notes 179

Index 189

Acknowledgments 199

About the Author 201

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