Split-Second Persuasion

Split-Second Persuasion : The Ancient Art and New Science of Changing Minds

3.64 (513 ratings by Goodreads)
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Description

How many times a day do you think someone tries to persuade you? Twenty? Thirty? Actually it's more like 400. When you imagine a society based on coercion you start to see how important persuasion is; it literally keeps us alive. Now psychologist Kevin Dutton has identified a powerful strain of immediate, instinctual persuasion, an elixir of influence that can immediately help you disarm skeptics, win arguments, close the deal, get the guy. Mapping the cutting-edge psychology and neuroscience of this incisive new influence, he introduces us to the natural super-persuaders in our midst--Buddhist monks, magicians, advertisers, con men, hostage negotiators, even psychopaths. He shows us which simple triggers can make someone trust you immediately; what hidden pathways in the brain lead us to believe something even when we know it's not true; how group dynamics can make us more tolerant or deepen our extremism; and what we can learn from newborns about winning arguments. Dutton's fascinating and provocative book will help anyone tap into the power of split-second persuasion.
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Product details

  • Hardback | 296 pages
  • 154.94 x 231.14 x 27.94mm | 476.27g
  • Boston, MA, United States
  • English
  • Printed music items; Charts; Figures; Line drawings, black and white; Illustrations, black and white
  • 0151012792
  • 9780151012794
  • 459,472

Flap copy

How many times a day do you think someone tries to persuade you? Twenty? Thirty? Actually it s more like four hundred. Psychologist Kevin Dutton has identified a powerful strain of immediate, instinctual persuasion, an elixir of influence that can immediately help you disarm skeptics, win arguments, close the deal. Mapping the cutting-edge psychology and neuroscience of this incisive new influence, he introduces us to the natural super-persuaders in our midst Buddhist monks, magicians, advertisers, con men, hostage negotiators, even psychopaths. He shows us which hidden pathways in the brain lead us to believe something even when we know it s not true; how group dynamics can make us more tolerant or deepen our extremism; what we can learn from newborns about winning arguments; and the five simple elements of instantly effective persuasion:
SIMPLICITY: Keep your message short, sharp, and simple, and we re more likely to think it s true.
PERCEIVED SELF-INTEREST: Con men agree it s the key to getting us to do something we didn t think we wanted to.
INCONGRUITY: Surprise people tell them your cupcake is 400 cents rather than four dollars and they re far more likely to buy it.
CONFIDENCE: The more confident you are, the more we believe you re right even when we know your facts are wrong.
EMPATHY: Look people in the eye, nod when they nod, tell them you re from the same small town they are we trust people like ourselves.
With a combination of streetwise methods and in-depth scientific research, Dutton s fascinating and provocative book will help anyone tap into the power of split-second persuasion. "
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Review quote

"In this eminently readable book Dutton, avoiding pop-psychology, presents brilliant and highly original advice on how to get someone to do something. A handy skill in courtship, business, science and law but also useful to us in all our daily lives."
--V.S. RAMACHANDRAN
Author of Phantoms in the Brain and A Brief Tour of Human Consciousness

"Offers some powerful insights into the art and science of getting people to do what you want . . . The book contains plenty of tricks to help you get your own way or turn around a sticky situation."
--NEW SCIENTIST

"Hugely entertaining and extremely thought-provoking."
--PROFESSOR RICHARD WISEMAN
Author of 59 Seconds: Think A Little, Change A Lot

"Kevin Dutton is not the Messiah. But he's got a whole bunch of stories and parables that shed new light on how we are persuaded."
--TERRY JONES and MICHAEL PALIN "Entertaining and sometimes illuminating."
--KIRKUS REVIEWS
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Rating details

513 ratings
3.64 out of 5 stars
5 19% (97)
4 39% (202)
3 30% (156)
2 10% (49)
1 2% (9)
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