cover of episode 190. Motivation Matters: How to Leverage What People Already Want

190. Motivation Matters: How to Leverage What People Already Want

2025/3/11
logo of podcast Think Fast, Talk Smart: Communication Techniques

Think Fast, Talk Smart: Communication Techniques
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Dan Heath
美国畅销书作者、演讲者和杜克大学CASE中心高级研究员，著有多本影响广泛的商业书籍。
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Matt Abrahams
Topics
Matt Abrahams: 我认为有效的沟通需要我们放眼大局，关注影响我们行为的系统，并积极寻找那些能够最大化我们资源利用率的杠杆点。只有这样，才能在沟通中取得最佳效果。 Dan Heath: 在推动变革的过程中，动机是最重要的因素。我的新书《重启：如何改变现状》的核心观点是，与其试图说服人们接受你的想法，不如去寻找你的目标与他们现有愿望的交集。通过利用他们已有的动机，我们可以事半功倍。我将这种方法称为寻找‘杠杆点’，它指的是那些付出少量努力就能获得巨大回报的地方。在复杂的系统中，找到这些点至关重要，因为我们不可能同时解决所有问题。 在组织中，资源浪费是一个常见问题。我们可以通过停止那些不为客户创造价值的事情来避免浪费，并将这些资源重新利用。此外，变革的动力是进步，当人们看到积极的进展时，他们的动机也会随之增强。有效的沟通对于展示进步至关重要，而故事则是一种强大的沟通工具，它能够激发情感共鸣，并帮助人们理解变革的目标。 在个人生活中，创造有意义的时刻可以通过了解并满足家人的需求来实现，不必追求过于宏大的计划。成功的沟通需要明确核心信息，突出其反常识之处，并用故事来包装。

Deep Dive

Chapters
This chapter explores the power of storytelling in communication, highlighting its ability to simulate experiences and inspire action. It emphasizes the importance of studying "bright spots"—positive examples—to understand what's working well and apply those lessons to areas needing improvement.
  • Stories have "twin powers" of simulation and inspiration.
  • Studying "bright spots" (positive examples) reveals what's working well.
  • Focusing on what's working is as important as addressing problems.

Shownotes Transcript

How to turn latent motivation into fuel for change.

If you want to be a changemaker, you’ll have to convince others to join your cause. But according to Dan Heath), persuading your audience isn’t about creating new motivation — it’s about leveraging the motivation that’s already there.

“The most important fuel for any change effort is motivation,” says Heath, the number-one New York Times bestselling author of Reset: How to Change What's Not Working). Instead of struggling to persuade people to want what you want, Heath suggests finding where your goals overlap with the things they already desire. "Before you even get to persuasion, if you can just tap and unleash the energy that's already there, you've already catapulted yourself toward success,” he says.

In this episode of Think Fast, Talk Smart), Heath and host Matt Abrahams explore how to create more compelling communication using “leverage points,” or as Heath says, “where a little bit of effort yields a disproportionate return.” Whether getting buy-in from one teammate or achieving change across an entire organization, Heath shares practical tips for turning latent motivation into an engine for change.Get more done with Grammarly. Download Grammarly for free at grammarly.com/podcast).

Episode Reference Links:

 

Connect:

Chapters:

  • (00:00) - Introduction

  • (02:08) - The Power of Storytelling

  • (05:18) - Leverage Points for Change

  • (08:41) - Wasted Resources & Motivation

  • (11:54) - Latent Desire in Systems

  • (14:02) - Communicating Progress

  • (17:39) - The Final Three Questions

  • (24:22) - Conclusion

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