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Description
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:
“[Split-Second Persuasion] offers some powerful insights into the art and science of getting people to do what you want.” —New Scientist
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
Product Details
Publisher | Houghton Mifflin Harcourt |
Publish Date | February 03, 2011 |
Pages | 304 |
Language | English |
Type | |
EAN/UPC | 9780547545233 |
About the Author
Kevin Dutton, PhD, is a psychologist and research fellow with the Faraday Institute of Science and Religion at Cambridge University. His work has been published in Scientific American, Journal of Experimental Psychology, and Cognition and Emotion, among others.
Reviews
“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
“Hugely entertaining and extremely thought-provoking.” —Professor Richard Wiseman, author of 59 Seconds: Change Your Life in Under a Minute
“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
“Hugely entertaining and extremely thought-provoking.” —Professor Richard Wiseman, author of 59 Seconds: Change Your Life in Under a Minute
“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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