Download or read book Split Second Persuasion written by Kevin Dutton and published by HMH. This book was released on 2011-02-03 with total page 309 pages. Available in PDF, EPUB and Kindle. Book excerpt: An “entertaining” look at the psychology and neuroscience behind the act of influencing others (Kirkus Reviews). People try to persuade us every day. From the news to the Internet to coworkers and family, everyone and everything wants to influence our thoughts in some way. And in turn, we hope to persuade others. Understanding the dynamics of persuasion can help us to achieve our own goals—and resist being manipulated by those who don’t necessarily have our best interests at heart. Psychologist Kevin Dutton has identified a powerful strain of immediate, instinctual persuasion, a method of influence that allows people to disarm skepticism, win arguments, and close deals. With a combination of astute methods and in-depth research in the fields of psychology and neuroscience, Dutton’s fascinating and provocative book: Introduces the natural super-persuaders in our midst: Buddhist monks, magicians, advertisers, con men, hostage negotiators, and even psychopaths. Reveals which hidden pathways in the brain lead us to believe something even when we know it’s not true. Explains how group dynamics can make us more tolerant or deepen our extremism. Illuminates the five elements of SPICE (simplicity, perceived self-interest, incongruity, confidence, and empathy) for instantly effective persuasion. “[Split-Second Persuasion] offers some powerful insights into the art and science of getting people to do what you want.” —New Scientist

Download or read book Split Second Persuasion written by Kevin Dutton and published by HMH. This book was released on 2011-02-03 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: An “entertaining” look at the psychology and neuroscience behind the act of influencing others (Kirkus Reviews). People try to persuade us every day. From the news to the Internet to coworkers and family, everyone and everything wants to influence our thoughts in some way. And in turn, we hope to persuade others. Understanding the dynamics of persuasion can help us to achieve our own goals—and resist being manipulated by those who don’t necessarily have our best interests at heart. Psychologist Kevin Dutton has identified a powerful strain of immediate, instinctual persuasion, a method of influence that allows people to disarm skepticism, win arguments, and close deals. With a combination of astute methods and in-depth research in the fields of psychology and neuroscience, Dutton’s fascinating and provocative book: Introduces the natural super-persuaders in our midst: Buddhist monks, magicians, advertisers, con men, hostage negotiators, and even psychopaths. Reveals which hidden pathways in the brain lead us to believe something even when we know it’s not true. Explains how group dynamics can make us more tolerant or deepen our extremism. Illuminates the five elements of SPICE (simplicity, perceived self-interest, incongruity, confidence, and empathy) for instantly effective persuasion. “[Split-Second Persuasion] offers some powerful insights into the art and science of getting people to do what you want.” —New Scientist

Download or read book Flipnosis written by Kevin Dutton and published by Random House. This book was released on 2011 with total page 402 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the malign but fascinating powers of psychopaths, serial killers and con men to the political genius of Winston Churchill - via the grandmasters of martial arts, Buddhist monks, magicians, advertisers, salesmen, CEOs and frogs that mug each other - this book explores what science can teach us about the techniques of persuasion.

Download or read book Black and White Thinking written by Kevin Dutton and published by Farrar, Straus and Giroux. This book was released on 2021-01-05 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: A groundbreaking and timely book about how evolutionary biology can explain our black-and-white brains, and a lesson in how we can escape the pitfalls of binary thinking. Several million years ago, natural selection equipped us with binary, black-and-white brains. Though the world was arguably simpler back then, it was in many ways much more dangerous. Not coincidentally, the binary brain was highly adept at detecting risk: the ability to analyze threats and respond to changes in the sensory environment—a drop in temperature, the crack of a branch—was essential to our survival as a species. Since then, the world has evolved—but we, for the most part, haven’t. Confronted with a panoply of shades of gray, our brains have a tendency to “force quit:” to sort the things we see, hear, and experience into manageable but simplistic categories. We stereotype, pigeon-hole, and, above all, draw lines where in reality there are none. In our modern, interconnected world, it might seem like we are ill-equipped to deal with the challenges we face—that living with a binary brain is like trying to navigate a teeming city center with a map that shows only highways. In Black-and-White Thinking, the renowned psychologist Kevin Dutton pulls back the curtains of the mind to reveal a new way of thinking about a problem as old as humanity itself. While our instinct for categorization often leads us astray, encouraging polarization, rigid thinking, and sometimes outright denialism, it is an essential component of the mental machinery we use to make sense of the world. Simply put, unless we perceived our environment as a chessboard, our brains wouldn’t be able to play the game. Using the latest advances in psychology, neuroscience, and evolutionary biology, Dutton shows how we can optimize our tendency to categorize and fine-tune our minds to avoid the pitfalls of too little, and too much, complexity. He reveals the enduring importance of three “super categories”—fight or flight, us versus them, and right or wrong—and argues that they remain essential to not only convincing others to change their minds but to changing the world for the better. Black-and-White Thinking is a scientifically informed wake-up call for an era of increasing extremism and a thought-provoking, uplifting guide to training our gray matter to see that gray really does matter.

Download or read book The Wisdom of Psychopaths written by Kevin Dutton and published by Doubleday Canada. This book was released on 2012-10-16 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: Psychopath. The word conjurs up images of serial killers, rapists, suicide bombers, gangsters. But think again: you could probably benefit from being a little more psychopathic yourself. Psychologist Kevin Dutton has made a speciality of psychopathy, and is on first-name terms with many notorious killers. But unlike those incarcerated psychopaths, and all those depicted in movies and crime fiction, most are not violent, he explains. In fact, says Prof Dutton, they have a lot of good things going for them. Psychopaths are fearless, confident, charismatic and focused--qualities tailor-made for success in today's society. The Wisdom of Psychopaths is an intellectual rollercoaster ride that combines lightning-hot science with unprecedented access to secret monasteries, Special Forces training camps, and high-security hospitals. In it, you will meet serial killers, war heroes, financiers, movie stars and attorneys--and discover that beneath the hype and popular characterization, psychopaths have something to teach us. Like the knobs on a mixing deck, psychopathy is graded. And finding the right combination of psychopathic traits, sampled and mixed at carefully calibrated volumes, can put us ahead of the game.

Download or read book The Art of Persuasion written by Bob Burg and published by Sound Wisdom. This book was released on 2011-09-20 with total page 175 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Art of Persuasion teaches you how to get what you want when you want it. You would love to have that ability, right? After studying some of the most successful men and women in modern history, author Bob Burg noticed how many common characteristics these people have—and shares them all with you. One trait that stands above all the rest is their ability to win people over to their way of thinking—they were all persuasive. Each of these life winners had a burning desire, coupled with great creativity, and a total, unshakable belief in their mission or cause. The Winning principles you will learn include: Making People Feel Important Everything is Negotiable Dealing with Difficult People Persuasion in Action What Sets You Apart from the Rest Nuggets of Wisdom Presented in everyday, clear, and often humorous language, The Art of Persuasion leaves an impression on you that will last a lifetime—filled with one success after another!

Download or read book Pre Suasion written by Robert Cialdini and published by Simon and Schuster. This book was released on 2016-09-06 with total page 469 pages. Available in PDF, EPUB and Kindle. Book excerpt: The acclaimed New York Times and Wall Street Journal bestseller from Robert Cialdini—“the foremost expert on effective persuasion” (Harvard Business Review)—explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message. What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.” Named a “Best Business Books of 2016” by the Financial Times, and “compelling” by The Wall Street Journal, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini outlines the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.” His book is “an essential tool for anyone serious about science based business strategies…and is destined to be an instant classic. It belongs on the shelf of anyone in business, from the CEO to the newest salesperson” (Forbes).

Download or read book Persuasion written by Lee Hartley Carter and published by Penguin. This book was released on 2020-09-01 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: The secrets to persuading anyone, at work and in life, from a top communication strategist. In the post-fact, deeply divided world we live in, true persuasion is rare. Engaging with people holding differing opinions is rarer still. But for progress to take place, persuasion must happen. Whether it's convincing an employer you are right for the job, a customer that your product is the best, or your closed-minded uncle that good people can disagree, it takes the art--and science--of persuasion to move forward. So, how do you change someone's mind--or at least advance the conversation--when everyone is entrenched in their own points of view? Communication expert Lee Hartley Carter has spent nearly twenty years advising and helping the world's most well-known companies do just that. Among the counterintuitive secrets you'll learn: * It's not enough to understand the person you're talking to--you must truly empathize with them (yes, even them). * Logic alone doesn't work. Stories and emotions are what move us most. * When communicating in a crisis, our first instinct is almost always wrong. Filled with deeply researched insights into how we make up--and change--our minds, as well as colorful real-world examples and actionable recommendations, Persuasion will help you hone your message and craft your narrative in order to get heard and get results.

Download or read book The Power of Persuasion written by Robert Levine and published by John Wiley & Sons. This book was released on 2006-01-23 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: "An engaging, highly readable survey of the sophisticated methods of persuasion we encounter in various situations. From television to telemarketing and from self-deception to suicide cults, Levine takes a hard look at all the ways we attempt to persuade each other--and how and why they work (or don't). . . . The next time you wonder what possessed you to pay $50 for a medallion commemorating the series finale of Friends, you'll know where to turn." --Slashdot.org "If you're like most people, you think advertising and marketing work--just not on you. Robert Levine's The Power of Persuasion demonstrates how even the best-educated cynics among us can be victimized by sales pitches." --The Globe and Mail "Levine puts [his] analysis in the service of his real mission--to arm the reader against manipulation." --The Wall Street Journal "This wonderful book will change the way you think and act in many realms of your life." --Philip Zimbardo former president, American Psychological Association

Download or read book The 5 Paths to Persuasion written by Robert B. Miller and published by Kogan Page Publishers. This book was released on 2007 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it.In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each.Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.

Download or read book The Good Psychopath s Guide to Success written by Andy McNab and published by Random House. This book was released on 2015-02-12 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: An enlightening and entertaining look at how to use your inner psychopath to get the most out of LIFE. What is a good psychopath? And how can thinking like one help you to be the best that you can be? Professor Kevin Dutton has spent a lifetime studying psychopaths. He first met SAS hero Andy McNab during a research project. What he found surprised him. McNab is a diagnosed psychopath but he is a GOOD PSYCHOPATH. Unlike a BAD PSYCHOPATH, he is able to dial up or down qualities such as ruthlessness, fearlessness, conscience and empathy to get the very best out of himself -- and others -- in a wide range of situations. Drawing on the combination of Andy McNab's wild and various experiences and Professor Kevin Dutton's expertise in analysing them, together they have explored the ways in which a good psychopath thinks differently and what that could mean for you. What do you really want from life, and how can you develop and use qualities such as charm, coolness under pressure, self-confidence and courage to get it? The Good Psychopath's Guide to Success gives you a unique and entertaining road-map to self-fulfillment both in your personal life and your career.

Download or read book Win Bigly written by Scott Adams and published by Penguin. This book was released on 2017-10-31 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: NEW YORK TIMES BESTSELLER The New York Times bestseller that explains one of the most important perceptual shifts in the history of humankind Scott Adams was one of the earliest public figures to predict Donald Trump’s election. The mainstream media regarded Trump as a lucky clown, but Adams – best known as “the guy who created Dilbert” -- recognized a level of persuasion you only see once in a generation. We’re hardwired to respond to emotion, not reason, and Trump knew exactly which emotional buttons to push. The point isn’t whether Trump was right or wrong, good or bad. Adams goes beyond politics to look at persuasion tools that can work in any setting—the same ones Adams saw in Steve Jobs when he invested in Apple decades ago. Win Bigly is a field guide for persuading others in any situation—or resisting the tactics of emotional persuasion when they’re used on you. This revised edition features a bonus chapter that assesses just how well Adams foresaw the outcomes of Trump’s tactics with North Korea, the NFL protesters, Congress, and more.

Download or read book Influence rev written by Robert B. Cialdini and published by Harper Collins. This book was released on 1993 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Learn the six psychological secrets behind our powerful impulse to comply." - cover.

Download or read book Verbal Judo written by George J. Thompson, PhD and published by Zondervan. This book was released on 2010-10-12 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Verbal Judo is the martial art of the mind and mouth that can show you how to be better prepared in every verbal encounter. Listen and speak more effectively, engage people through empathy (the most powerful word in the English language), avoid the most common conversational disasters, and use proven strategies that allow you to successfully communicate your point of view and take the upper hand in most disputes. Verbal Judo offers a creative look at conflict that will help you defuse confrontations and generate cooperation from your spouse, your boss, and even your teenager. As the author says, "when you react, the event controls you. When you respond, you’re in control." This new edition features a fresh new cover and a foreword demonstrating the legacy of Verbal Judo founder and author George Thompson, as well as a never-before-published final chapter presenting Thompson’s "Five Universal Truths" of human interaction.

Download or read book Never Split the Difference written by Chris Voss and published by HarperCollins. This book was released on 2016-05-17 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

Download or read book Behave written by Robert M. Sapolsky and published by Penguin. This book was released on 2018-05-01 with total page 801 pages. Available in PDF, EPUB and Kindle. Book excerpt: New York Times bestseller • Winner of the Los Angeles Times Book Prize • One of the Washington Post's 10 Best Books of the Year “It’s no exaggeration to say that Behave is one of the best nonfiction books I’ve ever read.” —David P. Barash, The Wall Street Journal "It has my vote for science book of the year.” —Parul Sehgal, The New York Times "Immensely readable, often hilarious...Hands-down one of the best books I’ve read in years. I loved it." —Dina Temple-Raston, The Washington Post From the bestselling author of A Primate's Memoir and the forthcoming Determined: A Science of Life Without Free Will comes a landmark, genre-defining examination of human behavior and an answer to the question: Why do we do the things we do? Behave is one of the most dazzling tours d’horizon of the science of human behavior ever attempted. Moving across a range of disciplines, Sapolsky—a neuroscientist and primatologist—uncovers the hidden story of our actions. Undertaking some of our thorniest questions relating to tribalism and xenophobia, hierarchy and competition, and war and peace, Behave is a towering achievement—a majestic synthesis of cutting-edge research and a heroic exploration of why we ultimately do the things we do . . . for good and for ill.

Download or read book Start with No written by Jim Camp and published by Crown Currency. This book was released on 2011-12-07 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. Think a win-win solution is the best way to make the deal? Think again. For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * aren’t interested in “yes”—they prefer “no” * never, ever rush to close, but always let the other side feel comfortable and secure * are never needy; they take advantage of the other party’s neediness * create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations * always have a mission and purpose that guides their decisions * don’t send so much as an e-mail without an agenda for what they want to accomplish * know the four “budgets” for themselves and for the other side: time, energy, money, and emotion * never waste time with people who don’t really make the decision Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.