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Could you lose weight if you put $20,000 at risk? Would you

finally set up your billing software if it meant that your favorite

charity would earn a new contribution? If you’ve ever tried to meet

a goal and came up short, the problem may not have been that the

goal was too difficult or that you lacked the discipline to

succeed. From giving up cigarettes to increasing your productivity

at work, you may simply have neglected to give yourself the proper

incentives.

In Carrot and Sticks, Ian Ayres, the New York

Times bestselling author of Super Crunchers, applies the lessons

learned from behavioral economics—the fascinating new science of

rewards and punishments—to introduce readers to the concept of

“commitment contracts”: an easy but high-powered strategy for

setting and achieving goals already in use by successful companies

and individuals across America. As co-founder of the website

stickK.com (where people have entered into their own “commitment

contracts” and collectively put more than $3 million on the line),

Ayres has developed contracts—including the one he honored with

himself to lose more than twenty pounds in one year—that have

already helped many find the best way to help themselves at work or

home. Now he reveals the strategies that can give you the impetus

to meet your personal and professional goals, including how

to

? motivate your employees

? create a monthly budget

? set and meet deadlines

? improve your diet

? learn a foreign language

? finish a report or project you’ve been putting

off

? clear your desk

Ayres shares engaging, often astounding,

real-life stories that show the carrot-and-stick principle in

action, from the compulsive sneezer who needed a “stick” (the

potential loss of $50 per week to a charity he didn’t like) to

those who need a carrot with their stick (the New York Times

columnist who quit smoking by pledging a friend $5,000 per smoke .

. . if she would do the same for him). You’ll learn why you might

want to hire a “professional nagger” whom you’ll do anything to

avoid—no, your spouse won’t do!—and how you can “hand-tie” your

future self to accomplish what you want done now. You’ll find out

how a New Zealand ad exec successfully “sold his smoking

addiction,” and why Zappos offered new employees $2,000 to quit

cigarettes.

As fascinating as it is practical, as much about

human behavior as about how to change it, Carrots and Sticks is

sure to be one of the most talked-about books of the year.

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