The back cover over sold the book big time. Going into I thought he would provide a lot of theory on how persuasion works and how one can practice this theory. Instead, the book just went through a lot of case studies of persuasion. Most of them were unrelated to each other. Some of them were fairly interesting while others were dry. Reminded me of a Malcolm Gladwell wanna be.
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Muhammed Ali, one of the greatest boxers of all time, and an even better talker, loads his larger-than-life personality onto a plane. As the cabin crew prepares for takeoff, a flight attendant asks Ali to fasten his seat belt. He puts on his seat belt.
The concept, as Dutton describes it, depends on incongruity, or the element of surprise — one of the five factors he crams into the acronym SPICE: simplicity, perceived self-interest, incongruity, confidence and empathy. To illustrate how our mind can putter along on autopilot, he includes several paragraphs in which the letters of the words are jumbled.
One act of persuasion leads to another. The straightforward, simple method means this telemarketer drives a BMW. Gaining that mastery is the hardest part, of course. Indeed, he wonders whether this salesman should be included in the section he devotes to psychopaths.
Extremely charismatic and poised under pressure, as well as self-centred and dishonest, psychopaths are generally expert persuaders. But there is no clear dichotomy between the psychopath and the non-psychopath. While extreme cases of the Hannibal Lecter variety exist, Dutton says that degrees of psychopathy are scattered across the general population — and may account for the intense charisma, persuasiveness and confidence shown by some of our most talented politicians, surgeons and business leaders.
Their innate coolness under pressure comes from a dysfunctional amygdala, the part of the brain that processes emotion. Less impeded by fear and feelings, they take chances and see outcomes instantly that others may not. Rather than concentrating on the immediate prologue to the crisis and its day-to-day dramas, they go back 30 years to Salomon Bros.
More than some of their peers, the authors rely on secondary sources. And much of the fresh insight on offer comes from the attention they pay to institutions beyond the usual investment banking suspects, to the likes of Fannie and Freddy Mac, and to the power of the idea of homeownership in America. The power of that myth may have made the crisis inevitable. The Master Switch defines the historical context in which information industries oscillate between open and closed, how and why it happens, and what can be done to arrest the cycle.
Wu sees the Internet as a medium whose openness is uniquely important, but already eroding. Among the nine bosses who posed as entry-level workers in their corporations were the heads of 7-Eleven and Roto Rooter, and this hard-cover companion to the TV series tries to distil the lessons the executives learned. Inevitably, the well-paid execs are exposed to the menial tasks their employees do and the stories about why they do them — families to support, disabled children, hope for a change in fortune.
Responding to the small concerns of frontline workers sometimes has transformative effects across a company.
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Start your review of Flipnosis: The Art of Split-Second Persuasion Write a review May 22, Matthew ayer rated it it was ok Would not go out of the way to recommend this book to any of my friends. The back cover over sold the book big time. Going into I thought he would provide a lot of theory on how persuasion works and how one can practice this theory. Instead, the book just went through a lot of case studies of persuasion.
Libro Flipnosis O El Arte De La Persuasion PDF