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A cutting-edge, research-based inquiry into how we influence those around us, and how understanding the brain can help us change minds for the better.
In The Influential Mind, neuroscientist Tali Sharot takes us on a thrilling exploration of the nature of influence. We all have a duty to affect others―from the classroom to the boardroom to social media. But how skilled are we at this role, and can we become better? It turns out that many of our instincts―from relying on facts and figures to shape opinions, to insisting others are wrong or attempting to exert control―are ineffective, because they are incompatible with how people’s minds operate. Sharot shows us how to avoid these pitfalls, and how an attempt to change beliefs and actions is successful when it is well-matched with the core elements that govern the human brain.
Sharot reveals the critical role of emotion in influence, the weakness of data and the power of curiosity. Relying on the latest research in neuroscience, behavioral economics and psychology, the book provides fascinating insight into the complex power of influence, good and bad.
- Sales Rank: #407876 in Books
- Published on: 2017-09-19
- Released on: 2017-09-19
- Original language: English
- Binding: Hardcover
- 256 pages
Review
"Take it from a leading neuroscientist: every day, we all miss opportunities to influence others. This timely, intriguing book explains why it's so difficult to shift the attitudes and actions of others―and what we can do about it."―Adam Grant, New York Times bestselling author of Originals and Give and Take
"The Influential Mind will make you gasp with surprise―and laugh with recognition. Many of our most cherished beliefs about how to influence others turn out to be wrong; Sharot sets them right. Packed with practical insights, this profound book will change your life. An instant classic."―Cass R. Sunstein, Harvard University; former Administrator for the White House Office of Information and Regulatory Affairs and bestselling coauthor of Nudge
“A fantastic journey through the process of forming beliefs and ideas”―Tony Hsieh, CEO of Zappos.com and New York Times best-selling author of Delivering Happiness
“The Influential Mind brilliantly unpacks the science of influence, offering guidance not only on how to influence others―but how to stop othersfrom influencing us.” ―Michael Norton, coauthor of Happy Money: The Science of Smarter Spending
“A concisely written, compellingly presented, and eminently applicable guide on how to successfully win over others―at work and at home.” ―Steve Martin, New York Times bestselling co-author of Yes! 60 Secrets from the Science of Persuasion
“[A] fascinating, accessible primer on what current research teaches us about the art of persuasion. Her book strives to‘reveal the systematic mistakes we make when we attempt to change minds,’ a topic that resonates in today’s divisive political climate… She has a gift for providing engaging vignettes that are apt and illustrative for nonacademics. The writing exhibits model clarity and brisk pacing. Readers will find themselves jotting notes to apply Sharot’s findings to a wide range of areas, including workplace politics, parenting, and Facebook arguments.”―PublishersWeekly
About the Author
Tali Sharot is the author of The Optimism Bias and an Associate Professor of Cognitive Neuroscience. She is the founder and director of the Affective Brain Lab at University College London. Her papers on decision making, emotion, and influence have been published in Nature, Science, Nature Neuroscience, Psychological Science, and many others. She has been featured in numerous outlets and written for The New York Times, Time Magazine, Washington Post, CNN, BBC, and more.
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