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Messengers: Who We Listen To, Who We Don't, and Why de Stephen Martin

Messengers: Who We Listen To, Who We Don't, and Why

Autor Stephen Martin, Joseph Marks
en Limba Engleză Hardback – 16 sep 2019
A fascinating exploration of the powerful forces that shape who we choose to listen to and believe, why talented and qualified people are ignored, and how these "messengers" influence society.

We live in a world where proven facts, verifiable data, and actual truths are freely and widely available. Why, then, are self-confident ignoramuses so often believed? Why are thoughtful experts frequently given the cold shoulder? And why do irrelevant details such as a person's height, relative wealth, or Facebook photo influence whether or not we trust what they are saying?

In this ground breaking forensic look into influence, Stephen Martin and Joseph Marks brilliantly demonstrate that we increasingly fail to separate the idea being communicated from the person conveying it. The messenger-who we believe either because of their socio-economic position/dominance/physical attractiveness or their trustworthiness/vulnerability/charisma-becomes more important than the message itself.

With fascinating accounts from business, politics, medicine, the arts, and popular entertainment, Martin and Marks establish key traits and features of the world's messengers, who not only have an enormous influence on what we think and believe, but ultimately influence who we are and who we are becoming.

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Specificații

ISBN-13: 9781541724389
ISBN-10: 1541724380
Pagini: 352
Dimensiuni: 163 x 244 mm
Greutate: 0.54 kg
Editura: PublicAffairs
Colecția PublicAffairs

Notă biografică

Stephen Martin, the CEO of the consulting and training company Influence at Work, works with companies around the world. Based in London, he visits the United States frequently and in 2019 will lead a new executive education program in behavioral science at Columbia University Business School. He is also a guest lecturer on executive education programs at Harvard Business School, the London School of Economics, and the Judge Business School at Cambridge University,. He is the co-author ofYes! 50 Secrets from the Science of Persuasion, which has sold over a million copies internationally and been translated into 26 languages. Steve writes a regular business column, "Persuasion," for the British Airways inflight magazine and contributes to Harvard Business Review's prestigious 'Breakthrough Ideas for Business' list. Steve's work has been featured in broadcast and print media across the world, including BBC TV and Radio, MSNBC,The New York Times, Wall Street Journal, Wired,The London Times, Sunday Telegraph,and theGuardian.

Joseph Marksis an associate consultant with Influence at Work and a doctoral candidate working jointly at Massachusetts Institute of Technology and University College London. His research and studies have been published in both academic journals andThe New York Times, Bloombergand theHarvard Business Review.

Descriere

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Why can some people effortlessly command the attention of everyone in the room? What makes some individuals seem immediately credible and others appear inherently untrustworthy? And how is it that precisely the same idea can be enthusiastically embraced or roundly rejected depending on who has put it forward? When we talk to others, we assume that they are carefully weighing our words and arguments. But these are far from being the only factors that hold sway. In this groundbreaking new book, bestselling behavioural scientists Stephen Martin and Joseph Marks explore the eight powerful human traits that help determine whether what we have to say gets heard or lands on deaf ears.

They show how seemingly irrelevant details about our demeanour influence others' responses. They explain how trust is won, even when it may not be deserved. They show how the most trivial of signals - like the shape of our face, the shoes we wear or the car we drive - can influence how people respond to us.

And in a world of uncertainty and fake news they demonstrate how, increasingly, the Messenger is the Message. 'Some books make us better citizens. Others make us better at our jobs.

This amazing book does both!' Dan Pink, author of When, Drive and To Sell is Human

A tour de force. Timely and thoroughly researched. 'Professor Robert Cialdini, author of Influence and Pre-suasion'

Messengers is engaging, informative and entertaining. It will change the way you think about who you follow and take advice from. But why would you listen to me? Read their book to find out.' Professor Tali Sharot, author of The Optimism Bias and The Influential Mind

'A powerful, profoundly illuminating exploration of one of the most important subjects of our time. Martin and Marks have a terrific talent for combining evidence and research with lively and vivid writing. Trust these messengers!' Cass R. Sunstein, Robert Walmsley University Professor, Harvard University, and author of Conformity

'Fascinating' The Economist

'Zeitgeisty' Financial Times, Business Book of the Month

'Messengers is a crucial reminder that the messenger is as important as the message. Superficial indicators count.' PR Week