Made to Stick: Why Some Ideas Survive and Others Die

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NEW YORK TIMES BESTSELLER • The instant classic about why some ideas thrive, why others die, and how to improve your idea’s chances—essential reading in the “fake news” era.

BONUS: This edition contains an excerpt from Chip Heath and Dan Heath's Switch.
 
Mark Twain once observed, “A lie can get halfway around the world before the truth can even get its boots on.” His observation rings true: Urban legends, conspiracy theories, and bogus news stories circulate effortlessly. Meanwhile, people with important ideas—entrepreneurs, teachers, politicians, and journalists—struggle to make them “stick.” 

In Made to Stick, Chip and Dan Heath reveal the anatomy of ideas that stick and explain ways to make ideas stickier, such as applying the human scale principle, using the Velcro Theory of Memory, and creating curiosity gaps. Along the way, we discover that sticky messages of all kinds—from the infamous “kidney theft ring” hoax to a coach’s lessons on sportsmanship to a vision for a new product at Sony—draw their power from the same six traits.

Made to Stick will transform the way you communicate. It’s a fast-paced tour of success stories (and failures): the Nobel Prize-winning scientist who drank a glass of bacteria to prove a point about stomach ulcers; the charities who make use of the Mother Teresa Effect; the elementary-school teacher whose simulation actually prevented racial prejudice.
 
Provocative, eye-opening, and often surprisingly funny, Made to Stick shows us the vital principles of winning ideas—and tells us how we can apply these rules to making our own messages stick.
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About the author

Chip Heath is a professor at Stanford Graduate School of Business, teaching courses on strategy and organizations. He has helped over 450 startups hone their business strategy and messages. He lives in Los Gatos, California. 
 
Dan Heath is a senior fellow at Duke University’s CASE center, which supports entrepreneurs fighting for social good. He lives in Durham, North Carolina.
 
Together, Chip and Dan have written three New York Times bestselling books: Made to StickSwitch, and Decisive. Their books have sold over two million copies worldwide and have been translated into thirty-three languages, including Thai, Arabic, and Lithuanian. Their most recent book is The Power of Moments.
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Additional Information

Publisher
Random House
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Published on
Jan 2, 2007
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Pages
336
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ISBN
9781588365965
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Features
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Language
English
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Genres
Business & Economics / Business Communication / General
Psychology / Social Psychology
Self-Help / Motivational & Inspirational
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Content Protection
This content is DRM protected.
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Eligible for Family Library

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Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives?

The primary obstacle is a conflict that's built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller Made to Stick. Psychologists have discovered that our minds are ruled by two different systems - the rational mind and the emotional mind - that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort - but if it is overcome, change can come quickly.

In Switch, the Heaths show how everyday people - employees and managers, parents and nurses - have united both minds and, as a result, achieved dramatic results:

- The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients
- The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping 
- The manager who transformed a lackadaisical customer-support team into service zealots by removing a standard tool of customer service 

In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. Switch shows that successful changes follow a pattern, a pattern you can use to make the changes that matter to you, whether your interest is in changing the world or changing your waistline.
Chip and Dan Heath, the bestselling authors of Switch and Made to Stick, tackle one of the most critical topics in our work and personal lives: how to make better decisions.
 
   Research in psychology has revealed that our decisions are disrupted by an array of biases and irrationalities: We’re overconfident. We seek out information that supports us and downplay information that doesn’t. We get distracted by short-term emotions. When it comes to making choices, it seems, our brains are flawed instruments. Unfortunately, merely being aware of these shortcomings doesn’t fix the problem, any more than knowing that we are nearsighted helps us to see. The real question is: How can we do better?

   In Decisive, the Heaths, based on an exhaustive study of the decision-making literature, introduce a four-step process designed to counteract these biases. Written in an engaging and compulsively readable style, Decisive takes readers on an unforgettable journey, from a rock star’s ingenious decision-making trick to a CEO’s disastrous acquisition, to a single question that can often resolve thorny personal decisions.

   Along the way, we learn the answers to critical questions like these: How can we stop the cycle of agonizing over our decisions? How can we make group decisions without destructive politics? And how can we ensure that we don’t overlook precious opportunities to change our course? 

   Decisive is the Heath brothers’ most powerful—and important—book yet, offering fresh strategies and practical tools enabling us to make better choices. Because the right decision, at the right moment, can make all the difference.


From the Hardcover edition.
Proč děláme špatná kariérní rozhodnutí, proč se vrháme do nevhodných vztahů, proč špatně investujeme své peníze, proč manažeři často chybují? Při rozhodování jsou totiž naše mozky často chyceny do pasti mocných předsudků a zbožných přání. Pokud opravdu toužíme dělat lepší rozhodnutí, tak musíme zjistit, jak funguje naše předpojatost, a naučit se ji ovládnout. Kniha nabízí neotřelé strategie a praktické techniky, které vedou ke správné a sebevědomé volbě. Nerozhodný čtenář se dozví, jak: - vypadají čtyři nejškodlivější sabotéři správného rozhodování - vybudovat správný rozhodovací postup - odložit klapky krátkozrakého uvažování - nepodlehnout rozhodovací paralýze - najít nové alternativy řešení - odhalit slepé uličky Magazín Forbes označil knihu Rozhodni se! za jednu z nejužitečnějších novinek v oblasti byznysu: „Kniha vyniká svou čtivostí a srozumitelností, pronikavým pohledem na osobní i firemní chování a skvěle vybranými příklady z praxe. Rozhodně doporučujeme.“ bestseller č. 1 New York Times a Wall Street Journal CHIP HEATH působí jako profesor na Stanford Business School, kde vede přednášky na téma podnikové strategie a organizace. DAN HEATH působí jako vědec v Centru pro rozvoj společensky prospěšného podnikání na Duke University v Durhamu. Dříve pracoval jako výzkumný pracovník na Harvard Business School; také je zakladatelem vydavatelství vysokoškolských učebnic Thinkwell. Bratři Heathové jsou autory světových bestsellerů Made to Stick: Why Some Ideas Survive and Others Die (Jak zaujmout hned napoprvé) a Switch: How to Change Things When Change is Hard (Proměna).
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