The Influential Mind: What the Brain Reveals About Our Power to Change Others

The Influential Mind: What the Brain Reveals About Our Power to Change Others

by Tali Sharot
The Influential Mind: What the Brain Reveals About Our Power to Change Others

The Influential Mind: What the Brain Reveals About Our Power to Change Others

by Tali Sharot

Paperback

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Overview

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.


Product Details

ISBN-13: 9781250159618
Publisher: Picador
Publication date: 09/04/2018
Pages: 256
Sales rank: 265,789
Product dimensions: 5.40(w) x 8.20(h) x 0.65(d)

About the Author

Tali Sharot is the author of The Optimism Bias and a professor of cognitive neuroscience with degrees in economics and psychology. 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, The Washington Post, CNN, the BBC and more. Before becoming a neuroscientist Sharot worked in the financial industry for a few years and completed her national mandatory service in the Israeli air force. She lives in London and Boston with her husband and children.

Table of Contents

Prologue: A Horse-Sized Syringe — The Surprising, Mysterious, Baffling Case of Influence
1. (Priors) Does Evidence Change Beliefs? — The Power of Confirmation and the Weakness of Data
2. (Emotion) How We Were Persuaded to Reach for the Moon — The Incredible Sway of Emotion
3. (Incentives) Should You Scare People into Action? — Moving with Pleasure and Freezing with Fear
4. (Agency) How You Obtain Power by Letting Go — The Joy of Agency and the Fear of Losing Control
5. (Curiosity) What Do People Really Want to Know? — The Value of Information and the Burden of Knowledge
6. (State) What Happens to Minds Under Threat? — The Influence of Stress and the Ability of Overcome
7. (Others, part I) Why Do Babies Love iPhones? — The Strength of Social Learning and the Pursuit of Uniqueness
8. (Others, part II) Is "Unanimous" as Reassuring as It Sounds? — How to Find Answers in an Unwise Crowd
9. The Future of Influence? — Your Mind in My Body

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