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Split-Second Persuasion: The Ancient Art and New Science of Changing Minds
It is a special kind of persuasion with an incubation period of just seconds. It is a psychological secret weapon that can instantly disarm even the most discerning mind . . .
This is the kind of high-wire psychological espionage which, in the right hands, can dismantle any conflict — but which in the wrong hands can kill. It is black-belt mind control. It doesn't just turn the tables, it kicks them over. From the malign but fascinating powers of psychopaths, serial killers and con men to the political genius of Winston Churchill —from Buddhist monks, grandmasters of martial arts, and magicians, to advertisers, salesmen, CEOs and frogs that mug each other —Kevin Dutton's brilliantly original and revelatory book explores what cutting-edge science can teach us about the techniques of persuasion.
Provocative, and ultimately inspiring, Split-Second Persuasion reveals, for the first time, how each of us can learn to be that little bit more influential.
From the Hardcover edition.
This is the kind of high-wire psychological espionage which, in the right hands, can dismantle any conflict — but which in the wrong hands can kill. It is black-belt mind control. It doesn't just turn the tables, it kicks them over. From the malign but fascinating powers of psychopaths, serial killers and con men to the political genius of Winston Churchill —from Buddhist monks, grandmasters of martial arts, and magicians, to advertisers, salesmen, CEOs and frogs that mug each other —Kevin Dutton's brilliantly original and revelatory book explores what cutting-edge science can teach us about the techniques of persuasion.
Provocative, and ultimately inspiring, Split-Second Persuasion reveals, for the first time, how each of us can learn to be that little bit more influential.
From the Hardcover edition.
400 pages, Paperback
First published November 24, 2009
563 people are currently reading
3800 people want to read
About the author
Kevin Dutton
8 books283 followersDr Kevin Dutton is a researcher at the Department of Experimental Psychology, University of Oxford, and a member of the Oxford Centre for Emotions and Affective Neuroscience (OCEAN) research group.
He regularly publishes in leading international scientific journals and speaks at conferences around the world.
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Displaying 1 - 30 of 113 reviews
August 2, 2015
If you're interested in reading this book as a how-to guide on persuasion, it may fall short of your expectations. However the book reads more like a series of case-studies into persuasion from the biological level up to the social level. Hence the mixed feelings and reviews of this book. It sells itself as a how-to manual but only gives the principles and to act on these one will have to go to work and exercise their own creativity. The actual act of 'flipnosis' seems far easier to recognize than it is to execute, and as to whether the possibility of reaching a level of charming persuasion or conman like expertise is open for all, remains an open ended question.
Despite this Dr. Dutton delivers and exciting tour through the labyrinth of the human mind with regard to persuasion, specifically the kinds of tactics employed by con men, lawyers, and ultimately psychopaths. Also his writing style is incredibly glamorous for a university research fellow (read: Good literary skills).
The book's main theme boils down to the s.p.i.c.e formula, which is very interesting and seems to really make up some of the cleanest and most effective persuasion out there (once you're aware of what it is, you'll recognize it more in day-to-day life).
Bottom line: If you like studying the human mind and psychology, you will most likely find the book a thoroughly enjoyable read as it over delivers here. If you want the book to teach you how to employ this kind of persuasion, you will not necessarily find it to be full of techniques. These you will have to develop and practice yourself, based on the principles (which are sound).
As a psychology book it gets four stars. As a how to manual it gets three.
Despite this Dr. Dutton delivers and exciting tour through the labyrinth of the human mind with regard to persuasion, specifically the kinds of tactics employed by con men, lawyers, and ultimately psychopaths. Also his writing style is incredibly glamorous for a university research fellow (read: Good literary skills).
The book's main theme boils down to the s.p.i.c.e formula, which is very interesting and seems to really make up some of the cleanest and most effective persuasion out there (once you're aware of what it is, you'll recognize it more in day-to-day life).
Bottom line: If you like studying the human mind and psychology, you will most likely find the book a thoroughly enjoyable read as it over delivers here. If you want the book to teach you how to employ this kind of persuasion, you will not necessarily find it to be full of techniques. These you will have to develop and practice yourself, based on the principles (which are sound).
As a psychology book it gets four stars. As a how to manual it gets three.
May 22, 2011
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. 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. There were some instances in which the author talks about masters of persuasion, but only briefly. He only gave a few examples of their persuasion and offered almost no information on how they persuaded people. It seems like anyone who looks at the cover of this book wants to read it. That alone is the best example of persuasion I encountered reading the book.
August 9, 2011
The title of the book is misleading. Nowhere in the book does it teach on how to employ split-second persuasion in our dealings with people.
It is peppered with amusing anecdotes and the prerequisite textbook description of what's going on in the brain (the boring part).
Dutton writes an amusing read but the only triumph of this book is that through its cover and title, it used split-second persuasion to get me to buy this book.
It is peppered with amusing anecdotes and the prerequisite textbook description of what's going on in the brain (the boring part).
Dutton writes an amusing read but the only triumph of this book is that through its cover and title, it used split-second persuasion to get me to buy this book.
May 9, 2020
Arta manipulării"este o carte precisă, complexă care abordează subiectul într-un mod diferit de cel la care te aștepți. Poate părea o carte dezvoltare personală cu sfaturi simple sau mai grele cum să îți convingi semenii, această carte este mai mult psihologică. Kevin ,autorul acestei cărți, începe să disece manipularea ca pe un cobai în laborator, începe cu suprafața vizibilă apoi încet ,încet intră în noțiunile științifice pe care le abordează într-un mod simplu astfel încât toată lumea poate înțelege. La fel ca în celelalte cărți ale sale anecdotele ,experimentele sunt prezente și aici lucru care nu poate decât să mă încânte pentru că mă ajută să înțeleg fiecare idee mult mai ușor. Cartea în sine nu vorbește despre manipulare așa cum o știm noi, ci vorbește despre acea manipulare spontană, precisă care poate schimba într-o secundă totul. Ne introduce în lumea psihopaților, acolo unde manipularea este dusă la un alt nivel. Am rămas absolut șocată la unele întâmplări povestite în carte în care ne arata cum unii oameni pot să persuadeze fără nici măcar să bănuiești intenția lor.Persuasiunea pentru a fi eficientă are nevoie de câteva elemente esențiale, Kevin le ia pe rând și ne arată puterea lor .De la chirurgi, avocați până la cei mai mari infractori : cei care au ajuns în vârf, cei care obțin mereu ce își doresc- ei au arma secretă.Mi-a plăcut!Stilul lui Kevin mă prinde mereu, a devenit unul din autorii mei preferați.
July 31, 2024
Am observat că cei care au oferit doar o stea sau două pentru această carte erau nemulțumiți că nu e o carte de tipul "Cum să...". Cu alte cuvinte, nemulțumirea lor este legată de lipsa unor sfaturi exacte referitoare la modul în care poți să manipulezi alți oameni pentru a face ce dorești.
Ei bine, eu cred că aceasta e o dovadă perfectă a faptului că oamenii din ziua de azi sunt tot mai puțin inteligenți. Dacă după lectura unei astfel de cărți, în care exemplele sunt de o abundență ieșită din comun, cineva mai simte nevoia de alte sfaturi, e destul de limpede că persoana respectivă e analfabetă funcțional și nu înțelege ce citește. Concluzionând, chiar dacă persoana respectivă citește o carte de tipul "Cum să...", tot nu va fi în stare să aplice lucrurile citite.
Cartea este una foarte bună, care îți deschide puțin ochii în anumite situații și care îți explică cum funcționează creierul omenesc astfel încât să poți influența mai ușor o situație în favoarea ta. Lectura e în ambele sensuri, adică poți să înțelegi și cum să te protejezi mai eficient împotriva tentativelor de manipulare, de la reclame până la șantajul emoțional.
Aș fi dat 4 stele din cauza variantei în limba română, care e deficitară și insuficient corectată, dar mi-am dat seama că nu e cazul să pedepsesc cartea din cauză că traducătorul și corectorul au fost incompetenți.
Ei bine, eu cred că aceasta e o dovadă perfectă a faptului că oamenii din ziua de azi sunt tot mai puțin inteligenți. Dacă după lectura unei astfel de cărți, în care exemplele sunt de o abundență ieșită din comun, cineva mai simte nevoia de alte sfaturi, e destul de limpede că persoana respectivă e analfabetă funcțional și nu înțelege ce citește. Concluzionând, chiar dacă persoana respectivă citește o carte de tipul "Cum să...", tot nu va fi în stare să aplice lucrurile citite.
Cartea este una foarte bună, care îți deschide puțin ochii în anumite situații și care îți explică cum funcționează creierul omenesc astfel încât să poți influența mai ușor o situație în favoarea ta. Lectura e în ambele sensuri, adică poți să înțelegi și cum să te protejezi mai eficient împotriva tentativelor de manipulare, de la reclame până la șantajul emoțional.
Aș fi dat 4 stele din cauza variantei în limba română, care e deficitară și insuficient corectată, dar mi-am dat seama că nu e cazul să pedepsesc cartea din cauză că traducătorul și corectorul au fost incompetenți.
October 3, 2014
It's ok, but did not inspire me. It was more like reading an interesting collection of different facts but without getting the conclusion.
February 15, 2022
Când am început această carte, influențată de titlul țipător, mă așteptam că voi studia un soi de manual comercial, care te învață ce este persuasiunea, infuența socială, manipularea, care sunt semnele ei și cum aplici în practică sau să le eviți. În schimb, în locul lecțiilor așteptate am primit un amplu studiu de caz și o varietate de experimente asupra unor indivizi (un anumit tip de psihopați, din spusele autorului) reprezentativi ai persuadării și exemple despre cum au aplicat aceștia regulile ei în diferite situații din viața. Cât ține de aceste reguli, pe alocuri lipseau, construindu-se exemplul practic în absența părții teoretice, alte ori, pur și simplu, erau atât de insuficient expuse, încât mă oboseam numai deducând singură înțelesul propriu-zis al fragmentului.
În plus, pentru a ocupa cu ceva paginile și a da un aspect mai voluminos lucrării, la finalul fiecărui capitol, cititorului ii sunt propuse oarecare teste de persuasiune + o anexă, foarte ineficiente în cazul meu, după cum s-a dovedit.😅
Cât despre plusuri:
- este o carte mai mult științifică, efectiv, am învățat o mulțime de cuvinte noi din domeniul psihologiei personalității umane și a creierului.
- m-a motivat să mă documentez mai mult în ceea ce ține de controlul minții, cum este alcătuit creierul uman și capacitățile acestuia și tehnici de persuasiune.
În concluzie, acest ,,bestseller" nu e nimic altceva decât o culegere de parabole plictisitoare și o continuă autopromovare, reclamă a altei carti de-a autorului ,,Înțelepciunea psihopaților".
În plus, pentru a ocupa cu ceva paginile și a da un aspect mai voluminos lucrării, la finalul fiecărui capitol, cititorului ii sunt propuse oarecare teste de persuasiune + o anexă, foarte ineficiente în cazul meu, după cum s-a dovedit.😅
Cât despre plusuri:
- este o carte mai mult științifică, efectiv, am învățat o mulțime de cuvinte noi din domeniul psihologiei personalității umane și a creierului.
- m-a motivat să mă documentez mai mult în ceea ce ține de controlul minții, cum este alcătuit creierul uman și capacitățile acestuia și tehnici de persuasiune.
În concluzie, acest ,,bestseller" nu e nimic altceva decât o culegere de parabole plictisitoare și o continuă autopromovare, reclamă a altei carti de-a autorului ,,Înțelepciunea psihopaților".
April 14, 2020
As other reviewers have stated, I too bought the cover of a book whose internals are different than appeared advertised. I expected a text that discussed psychological predispositions and cognitive faults, and how these can be manipulated in positive and negative ways by advertisers, con-men, therapists and the like. To a certain extent, the book does deal with these, but it also spends quite a bit of energy going into biological brain function, showing which parts of the brain fire under different conditions. This material got old quickly.
The book does have a lot of interesting material inside, as the author has interviewed with linguists, therapists, con-men, and psychopaths. The stories that are told are definitely very intriguing, and could have been organized into a much better book.
The book does have a lot of interesting material inside, as the author has interviewed with linguists, therapists, con-men, and psychopaths. The stories that are told are definitely very intriguing, and could have been organized into a much better book.
September 30, 2011
Complete review available here
The book starts of slowly, impresses you and captivates your attention. Surprisingly, the only time I wanted to put the book down is when I was on the last page. There are a couple of segments within this book which made me go ‘Huh?’ as they did not make much sense on the first read (I did not have time for second helpings). Overall, the explanations, examples and scenarios are sublime, which makes a generally heavy psychology text easy to read.
I am very keen on persuasion and persuasion-related topics since I want to see how people work. If I could go back and do psychology instead of a Masters in Engineering, I definitely would! However, since I can’t, I have to read dumbed-down versions of Freud and Nietzsche. This book wasn’t stupid, it was just simple to read. So you should definitely purchase it. If you can’t just borrow my copy!
I was expecting a ‘cheat sheet’ from this book, but there was none. I was surprised. This book fails to deliver how one can learn to persuade better. The problem with books such as these is, there is so much text and information, but nothing in a form which can be used soon after one is done reading. I would definitely read the book again, but I would probe deeper to see how I can persuade people (clicks fingers together)
There are some tests at the end of the book to help you categorize yourself (or someone else) in one or the other type, but I am surprised the author has not linked to any other detailed tests. Briggs-Meyer test is always an interesting one. Either way, knowing your (and others’) personality type is really useful in navigating better. We all want to.
Read this book, it might not change your life, but it will give you a reason to smile.
The book starts of slowly, impresses you and captivates your attention. Surprisingly, the only time I wanted to put the book down is when I was on the last page. There are a couple of segments within this book which made me go ‘Huh?’ as they did not make much sense on the first read (I did not have time for second helpings). Overall, the explanations, examples and scenarios are sublime, which makes a generally heavy psychology text easy to read.
I am very keen on persuasion and persuasion-related topics since I want to see how people work. If I could go back and do psychology instead of a Masters in Engineering, I definitely would! However, since I can’t, I have to read dumbed-down versions of Freud and Nietzsche. This book wasn’t stupid, it was just simple to read. So you should definitely purchase it. If you can’t just borrow my copy!
I was expecting a ‘cheat sheet’ from this book, but there was none. I was surprised. This book fails to deliver how one can learn to persuade better. The problem with books such as these is, there is so much text and information, but nothing in a form which can be used soon after one is done reading. I would definitely read the book again, but I would probe deeper to see how I can persuade people (clicks fingers together)
There are some tests at the end of the book to help you categorize yourself (or someone else) in one or the other type, but I am surprised the author has not linked to any other detailed tests. Briggs-Meyer test is always an interesting one. Either way, knowing your (and others’) personality type is really useful in navigating better. We all want to.
Read this book, it might not change your life, but it will give you a reason to smile.
July 10, 2021
What if I were to tell you that a psychopathic arsonist might also be the person most likely to save you from a burning building?'
I've wanted to read this book for a good 7 to 8 years now, after reading the authors book, "the good psychopaths guide to success" that i greatly enjoyed and had loads of fun with and i have used the skills from that book since, so the idea of learning to become more confident and persuasive sounded amazing to me! Welllll that is until i read the book and realised that what the book actually was, was a bunch of case studies of different people/animals at times and how they used persuasion to get out of a problem, which is all well and good and honestly quite interesting and fascinating, BUT when you advertise your book to teach you to become a persuasion ninja and then you read the book to find out that, that's not what this book is at all, just really bumbed my out and is the reason i rated it so low, because the facts where interesting, but the self help that it advertises its self as wasn't there, so for that i can't give it anything higher then 3 stars, which is a shame but it feels fair to me.
3.5/5 stars ⭐⭐⭐💫
45/100 lies and true facts 😅
I've wanted to read this book for a good 7 to 8 years now, after reading the authors book, "the good psychopaths guide to success" that i greatly enjoyed and had loads of fun with and i have used the skills from that book since, so the idea of learning to become more confident and persuasive sounded amazing to me! Welllll that is until i read the book and realised that what the book actually was, was a bunch of case studies of different people/animals at times and how they used persuasion to get out of a problem, which is all well and good and honestly quite interesting and fascinating, BUT when you advertise your book to teach you to become a persuasion ninja and then you read the book to find out that, that's not what this book is at all, just really bumbed my out and is the reason i rated it so low, because the facts where interesting, but the self help that it advertises its self as wasn't there, so for that i can't give it anything higher then 3 stars, which is a shame but it feels fair to me.
3.5/5 stars ⭐⭐⭐💫
45/100 lies and true facts 😅
October 24, 2018
I was not persuaded to keep reading.
April 8, 2020
Great book!
Easy to read and a lot of info!
Easy to read and a lot of info!
July 9, 2021
Dissatisfied
Maybe because the cover get's the expectations too high... But almost everything in it was good knowledge but nothing truly concrete and practical...
Maybe because the cover get's the expectations too high... But almost everything in it was good knowledge but nothing truly concrete and practical...
July 27, 2020
“How many times a day do you think someone is trying to persuade you? What to do. What to buy. Where to go. How to get there… estimates hover around the 400 mark.”
You know that game where someone says, “if you had just one wish… and it can’t be more wishes, what would you wish for?” Well, after reading Keven Dutton’s Split Second Persuasion - The Ancient Art and New Science of Changing Minds, I might want to change my wish from being able to pull endless hundred-dollar bills out of my pocket to being a ‘flipnotist’.
Dutton’s foray into the art of instant persuasion has revealed that there are a particular collection of nuanced skills that can turn almost anyone and any situation around, on its head, or in the favor of the master persuader (or flipnotist).
“In the vast majority of cases, influence is wrought with talking.”
This intriguing tale of influence wanders through the fields of psychology and neuroscience and introduces the reader to some very charming individuals. People who you don’t really want to meet for fear of them fleecing you for your wallet and collection of passwords without the least bit of resistance. The genuine concern here is that these characters of extraordinary ability are amongst us. Standing beside us on subways, sitting next to us in theaters, and leading public policy.
“It is largely because of persuasion that we have a ‘society’ at all… persuasion is what keeps us alive. Often, quite literally.”
Split Second Persuasion reveals that there is a particular set of ‘black belt’ level mind controllers and it shares the elements that make up their extraordinary skill set. The book provides countless entertaining, and somewhat concerning, tales of ‘flipnosis’ in action. But what Split Second Persuasion does not do is tell you how to become a master persuader. If you are looking for a manual of mind control, keep looking.
The Ancient Art and New Science of Changing Minds is an entertaining and informative read that will not teach you specifically how to use these deadly persuasive powers to get others to pull endless hundred dollar bills out of their pocket and give them to you. But it will make you believe it is possible.
Overall Score 3 / 5
In a Sentence: There are people who are as good at persuasion as Jordan is at hoops, meet them and keep your hand on your wallet.
You know that game where someone says, “if you had just one wish… and it can’t be more wishes, what would you wish for?” Well, after reading Keven Dutton’s Split Second Persuasion - The Ancient Art and New Science of Changing Minds, I might want to change my wish from being able to pull endless hundred-dollar bills out of my pocket to being a ‘flipnotist’.
Dutton’s foray into the art of instant persuasion has revealed that there are a particular collection of nuanced skills that can turn almost anyone and any situation around, on its head, or in the favor of the master persuader (or flipnotist).
“In the vast majority of cases, influence is wrought with talking.”
This intriguing tale of influence wanders through the fields of psychology and neuroscience and introduces the reader to some very charming individuals. People who you don’t really want to meet for fear of them fleecing you for your wallet and collection of passwords without the least bit of resistance. The genuine concern here is that these characters of extraordinary ability are amongst us. Standing beside us on subways, sitting next to us in theaters, and leading public policy.
“It is largely because of persuasion that we have a ‘society’ at all… persuasion is what keeps us alive. Often, quite literally.”
Split Second Persuasion reveals that there is a particular set of ‘black belt’ level mind controllers and it shares the elements that make up their extraordinary skill set. The book provides countless entertaining, and somewhat concerning, tales of ‘flipnosis’ in action. But what Split Second Persuasion does not do is tell you how to become a master persuader. If you are looking for a manual of mind control, keep looking.
The Ancient Art and New Science of Changing Minds is an entertaining and informative read that will not teach you specifically how to use these deadly persuasive powers to get others to pull endless hundred dollar bills out of their pocket and give them to you. But it will make you believe it is possible.
Overall Score 3 / 5
In a Sentence: There are people who are as good at persuasion as Jordan is at hoops, meet them and keep your hand on your wallet.
May 18, 2024
Kevin Dutton adună în cartea sa mai multe experimente și studii, acestea susținând ideea conform căreia există oameni ce stăpânesc extrem de bine tehnica manipulării sau oameni ce sunt foarte ușor de influențat.
V-ați gândit vreodată la faptul că bebelușii sunt cei mai buni manipulatori? Ei bine, autorul își susține ipoteza prin prezentarea unor aspecte ce ne fac vulnerabili în fața acestora: ochii mari, fragilitatea și sunete pe care le scot. De asemenea, un exemplu ce m-a marcat a fost reprezentat de modul în care un criminal din America își alegea victimele: în anumite seri se apropia de casele femeilor alături de un dispozitiv ce reproducea plansetele bebelușilor, determinând victimele să iasă afară și să îi salveze.
Un alt subiect pe care autorul îl abordează în scrierea sa este psihopatul. Știam deja din cartea sa, ‘’Înțelepciunea psihopaților’’ care sunt trăsăturile de caracter ce îi definesc pe aceștia. În cadrul scrierii ‘Arta manipulării’’ autorul se folosește de șarmul și încrederea psihopaților pentru a sublinia puterea lor de convingere. De asemenea, știm deja că nu există numai psihopați răi, astfel încât mulți excelează în domeniul afacerilor, în avocatură sau pur și simplu sunt cetățeni ce ajută comunitatea într-o măsură mai mică sau mai mare.
Acestea sunt doar două dintre aspectele ce mi-au rămas în minte imediat ce am terminat cartea. Vă las pe voi să aflați prin ce alte moduri se manifestă manipularea, cum a apărut sau cum putem să ne perfecționăm această însușire. Eu i-am acordat 3,5 steluțe/5 deoarece în ciuda faptului că am învățat suficiente lucruri în urma lecturării, am fost pusă în dificultate de nenumăratele studii efectuate de autor. Le mulțumesc celor de la editura Globo pentru exemplarul oferit!
V-ați gândit vreodată la faptul că bebelușii sunt cei mai buni manipulatori? Ei bine, autorul își susține ipoteza prin prezentarea unor aspecte ce ne fac vulnerabili în fața acestora: ochii mari, fragilitatea și sunete pe care le scot. De asemenea, un exemplu ce m-a marcat a fost reprezentat de modul în care un criminal din America își alegea victimele: în anumite seri se apropia de casele femeilor alături de un dispozitiv ce reproducea plansetele bebelușilor, determinând victimele să iasă afară și să îi salveze.
Un alt subiect pe care autorul îl abordează în scrierea sa este psihopatul. Știam deja din cartea sa, ‘’Înțelepciunea psihopaților’’ care sunt trăsăturile de caracter ce îi definesc pe aceștia. În cadrul scrierii ‘Arta manipulării’’ autorul se folosește de șarmul și încrederea psihopaților pentru a sublinia puterea lor de convingere. De asemenea, știm deja că nu există numai psihopați răi, astfel încât mulți excelează în domeniul afacerilor, în avocatură sau pur și simplu sunt cetățeni ce ajută comunitatea într-o măsură mai mică sau mai mare.
Acestea sunt doar două dintre aspectele ce mi-au rămas în minte imediat ce am terminat cartea. Vă las pe voi să aflați prin ce alte moduri se manifestă manipularea, cum a apărut sau cum putem să ne perfecționăm această însușire. Eu i-am acordat 3,5 steluțe/5 deoarece în ciuda faptului că am învățat suficiente lucruri în urma lecturării, am fost pusă în dificultate de nenumăratele studii efectuate de autor. Le mulțumesc celor de la editura Globo pentru exemplarul oferit!
August 23, 2023
" Am scris așadar aceasta carte despre persuadare.E o carte despre un anumit fel de persuadare- una spontana- cu o perioada de incubație de câteva secunde , și cu o istorie doar puțin mai lunga. Incongruenta ( sau elementul surpriza) reprezinta evident o componenta esențială a acestui proces. Acesta este însă doar începutul. Acceptul sau refuzul depind de alți patru factori : simplitatea, perceperea interesului propriu ( interesul persoanei tinta) , încrederea și empatia; acești factori sunt la fel de importanți pentru persuasiune , în regnul vegetal și animal, precum sunt artificiile celor mai talentați escroci. Dacă vom combina factorii, acest cocktail cu cinci componente ale influentei - SPICE- este letal. "
S- simplicity
P- perceived self-interest
I- incongruity
C- confidence
E- empathy
Pana la Kevin Dutton nu am știut ca empatia este de 2 feluri : calda și rece.
Dutton nu are o reteta pe care sa o aplici și gata te transformi intr- un maestru al păpușilor. Dacă îți dorești să manipulezi sau dacă îți dorești să nu fii manipulat, nu e suficient sa citești o carte. Tine de cu totul alte " abilitati" .
S- simplicity
P- perceived self-interest
I- incongruity
C- confidence
E- empathy
Pana la Kevin Dutton nu am știut ca empatia este de 2 feluri : calda și rece.
Dutton nu are o reteta pe care sa o aplici și gata te transformi intr- un maestru al păpușilor. Dacă îți dorești să manipulezi sau dacă îți dorești să nu fii manipulat, nu e suficient sa citești o carte. Tine de cu totul alte " abilitati" .
April 17, 2021
No surprises here
Ήδη από τον 20ο αιώνα αναδείχθηκε η δύναμη της επιρροής και αναγνωρίστηκε ως μία από τις μεγαλύτερες δυνάμεις που κινητοποιούν τον κόσμο . Το είδαμε στη διαφήμιση ,το είδαμε και στο Β' Παγκόσμιο Πόλεμο. Το είδαμε και λίγο και σε αυτό το βιβλίο .
Δυστυχώς δεν ένιωσα ότι πήρα κάτι από το έργο του Kewin Dutton και θα εξηγήσω το γιατί.
Όλα όσα γράφονταν στο βιβλίο ήταν ήδη γνωστά αρκετό καιρό τώρα .Κοντολογίς :Ότι η καλύτερη πειθώ είναι η επιρροή και ότι η άσκηση βίας δεν φέρει αποτελέσματα και ότι ορισμένα προβλήματα λύνονται κατά ένα μαγικό τρόπο διατηρώντας μία θετική και ευγενική στάση .Πράγματα δηλαδή που μπορούμε όλοι να αντιληφθούμε βάσει εμπειρίας .Big deal!#not
Το μόνο που μου άρεσε και γι' αυτό έβαλα περισσότερα αστέρια από ό,τι αρχικά υπολόγιζα είναι ότι ο συγγραφέας θέτει εύλογα ερωτήματα περί ευθύνης καθώς επίσης και για το πως θα ήταν να φέρει κάποιος την ευθύνη όχι μόνο για κοινωνικοπολιτικά θέματα του κόσμου αλλά σε μία κοινωνία που θα φέραμε ευθύνη και για φυλετικά ζητήματα ακόμα ,όπως το χρώμα του χρώματός μας .Αφήνει προβληματισμούς γι' αυτό και 3 αστέρια.
Ήδη από τον 20ο αιώνα αναδείχθηκε η δύναμη της επιρροής και αναγνωρίστηκε ως μία από τις μεγαλύτερες δυνάμεις που κινητοποιούν τον κόσμο . Το είδαμε στη διαφήμιση ,το είδαμε και στο Β' Παγκόσμιο Πόλεμο. Το είδαμε και λίγο και σε αυτό το βιβλίο .
Δυστυχώς δεν ένιωσα ότι πήρα κάτι από το έργο του Kewin Dutton και θα εξηγήσω το γιατί.
Όλα όσα γράφονταν στο βιβλίο ήταν ήδη γνωστά αρκετό καιρό τώρα .Κοντολογίς :Ότι η καλύτερη πειθώ είναι η επιρροή και ότι η άσκηση βίας δεν φέρει αποτελέσματα και ότι ορισμένα προβλήματα λύνονται κατά ένα μαγικό τρόπο διατηρώντας μία θετική και ευγενική στάση .Πράγματα δηλαδή που μπορούμε όλοι να αντιληφθούμε βάσει εμπειρίας .Big deal!#not
Το μόνο που μου άρεσε και γι' αυτό έβαλα περισσότερα αστέρια από ό,τι αρχικά υπολόγιζα είναι ότι ο συγγραφέας θέτει εύλογα ερωτήματα περί ευθύνης καθώς επίσης και για το πως θα ήταν να φέρει κάποιος την ευθύνη όχι μόνο για κοινωνικοπολιτικά θέματα του κόσμου αλλά σε μία κοινωνία που θα φέραμε ευθύνη και για φυλετικά ζητήματα ακόμα ,όπως το χρώμα του χρώματός μας .Αφήνει προβληματισμούς γι' αυτό και 3 αστέρια.
June 30, 2020
Incredible book on the persuasiveness within human neuroscience. The title has been chosen a bit poorly as it sets your expectations wrong. However, if you can read past that and are looking to understand how the human brain works from a persuasion perspective, you will love this book.
I'd rather place this book in the same shelve as "Think Fast, Think Slow" by Daniel Kahnemen than your average negotiation/persuasion topic.
I'd rather place this book in the same shelve as "Think Fast, Think Slow" by Daniel Kahnemen than your average negotiation/persuasion topic.
July 14, 2025
O carte foarte interesantă și utilă. Lipsa cunoștințelor în psihologie poate face puțin mai greu de înțeles unele aspecte însă sunt explicate și exemplificate astfel încât să poată rămâne în minte. Este necesară în înțelegerea anumitor comportamente simple dar care au un impact puternic în viața de zi cu zi.
April 14, 2022
Foarte tehnică, nu e cea mai ușoară lectura.
June 3, 2024
O lectura mult mai greoaie decat ce urmeaza...
April 27, 2024
Well where do I start ? First the cover of the book is very misleading. You see the author, you see the title and you get excited.... until you start reading it.
Second, the first two chapters are really boring, with stories wich range between meh and mediocre at best. I think just to prepare you for what is to come. Which leads to the third problem of this book. This is book is just filled with examples of some lawyers, politicians, some "businesses men" and "psychopaths" from movies or real life, on how they persuade other people to succeed. Their stories are mostly ok, but none of them were interesting. Also this book is filled with "jokes" that will make your eyes roll.
The fourth problem of this book are the experiments/studies conducted students/ordinary people/just animals. And they are soo many of them. Until I get to the end of a certain "experiments" I forgot what is that I have to learn.
I guess the good things are the fact that I learn a couple of psychology terms and at the end of each chapter you get a summary and a test to do it on your own. I believe the book gets better halfway but still...
I would recommend this book only if you didn't read any book in this "genre". But for the rest, this book contains info presented in other books, and way better written and explained. I think it is a good time filler if you are bored.
Second, the first two chapters are really boring, with stories wich range between meh and mediocre at best. I think just to prepare you for what is to come. Which leads to the third problem of this book. This is book is just filled with examples of some lawyers, politicians, some "businesses men" and "psychopaths" from movies or real life, on how they persuade other people to succeed. Their stories are mostly ok, but none of them were interesting. Also this book is filled with "jokes" that will make your eyes roll.
The fourth problem of this book are the experiments/studies conducted students/ordinary people/just animals. And they are soo many of them. Until I get to the end of a certain "experiments" I forgot what is that I have to learn.
I guess the good things are the fact that I learn a couple of psychology terms and at the end of each chapter you get a summary and a test to do it on your own. I believe the book gets better halfway but still...
I would recommend this book only if you didn't read any book in this "genre". But for the rest, this book contains info presented in other books, and way better written and explained. I think it is a good time filler if you are bored.
Currently reading
October 30, 2023https://www.drkevindutton.com/about/
Back at this one again.
Back at this one again.
January 9, 2022
An enjoyable, if a bit unfocused and not optimally organized, review of recent and classic findings on persuasion techniques, particularly on those inducing instantaneous change in one's view and feelings.
The text is filled with anecdotes and stories about persuasion masters who could solve situations and change one's mind by subtle inputs. Dutton's text is thus yet another one on the topic, which is rather establised now yet preserves all its unnerving and disillusioning charm. Personally, most of the interest in this field is the knowledge that the human brain is entwined into a dense web of intrinsic behaviors and schemata which normally can bypass rational logic and this underlie all our actions. This may lead directly to issues on free will of Schopenauerian taste. Key stimuli activate fixed action patterns beyond the grasp and the comprehension of the victim.
Dutton presents the stuff in ascending order of power, and arrives at a concise formula (SPICE = simplicity, perceived self-interest, incongruity, confidence, empathy) that links all most effective persuasion techniques. Not what you say, but HOW you say it is (most) important. What is interesting is then the presentation of psycopaths as natural-born persuaders, and the ideas on the limits of persuasions (the mirror man, cognitive dissonance, change in behavior biases) as supported by recent fMRI and clinical studies.
Gnoseologically, I believe one cannot make it without being at least aware of the brain's pressure points, and how context, peer and environment pressure, modality of approach, sentiments and emotions affects our instantaneous view of the world. This applies in general, but Dutton's book, while updated and well supported by studies, lacks some focus (e.g., some basic ideas such as framing, anchoring, and so on are introduced along without sufficient emphasis, as compared to e.g. Taleb's texts).
Still, an interesting read.
The text is filled with anecdotes and stories about persuasion masters who could solve situations and change one's mind by subtle inputs. Dutton's text is thus yet another one on the topic, which is rather establised now yet preserves all its unnerving and disillusioning charm. Personally, most of the interest in this field is the knowledge that the human brain is entwined into a dense web of intrinsic behaviors and schemata which normally can bypass rational logic and this underlie all our actions. This may lead directly to issues on free will of Schopenauerian taste. Key stimuli activate fixed action patterns beyond the grasp and the comprehension of the victim.
Dutton presents the stuff in ascending order of power, and arrives at a concise formula (SPICE = simplicity, perceived self-interest, incongruity, confidence, empathy) that links all most effective persuasion techniques. Not what you say, but HOW you say it is (most) important. What is interesting is then the presentation of psycopaths as natural-born persuaders, and the ideas on the limits of persuasions (the mirror man, cognitive dissonance, change in behavior biases) as supported by recent fMRI and clinical studies.
Gnoseologically, I believe one cannot make it without being at least aware of the brain's pressure points, and how context, peer and environment pressure, modality of approach, sentiments and emotions affects our instantaneous view of the world. This applies in general, but Dutton's book, while updated and well supported by studies, lacks some focus (e.g., some basic ideas such as framing, anchoring, and so on are introduced along without sufficient emphasis, as compared to e.g. Taleb's texts).
Still, an interesting read.
May 21, 2023
Nu este prima mea întâlnire cu autorul. Vă spun de la început că la această carte m-a atras titlul. Am avut o perioadă în care încercam să înteleg cum funcționează gândirea oamenilor și am cumpărat o mulțime de cărți pe subiecte diferite. Și bineînțeles că au rămas câteva necitite.
Cartea prezintă o serie de exemple prin care persuasiunea este folosită în scopul manipulării. Deși titlul poate induce puțin în eroare, cartea nu este un ghid pe care să îl citești și după care să poți manipula pe oricine să facă ceea ce îți dorești tu.
Mai bine spus, autorul ne vorbește despre toate caracteristicile necesare manipulatorului și cum le folosesc aceștia în diferite contexte. Ne arată cum fiecare dintre noi este manipulat fără să realizeze acest fapt.
Dacă ați vrea să învățați mai multe despre acest subiect, ar trebui să citiți cartea fără a aștepta lecții pas cu pas. Autorul oferă exemple ale manipulării, dar pentru a fi bun la această artă, cred că trebuie multă muncă si mult exercițiu.
Nu e nicio surpriză când vă spun că cei mai buni manipulatori sunt psihopații.
Cartea prezintă o serie de exemple prin care persuasiunea este folosită în scopul manipulării. Deși titlul poate induce puțin în eroare, cartea nu este un ghid pe care să îl citești și după care să poți manipula pe oricine să facă ceea ce îți dorești tu.
Mai bine spus, autorul ne vorbește despre toate caracteristicile necesare manipulatorului și cum le folosesc aceștia în diferite contexte. Ne arată cum fiecare dintre noi este manipulat fără să realizeze acest fapt.
Dacă ați vrea să învățați mai multe despre acest subiect, ar trebui să citiți cartea fără a aștepta lecții pas cu pas. Autorul oferă exemple ale manipulării, dar pentru a fi bun la această artă, cred că trebuie multă muncă si mult exercițiu.
Nu e nicio surpriză când vă spun că cei mai buni manipulatori sunt psihopații.
December 8, 2020
A book that's teaching about what's persuasion.
NOT how to do it.
Waste of money and time if you want a "how to" read.
But besides the over-promising cover and backside, it's a pretty decent read. Just don't expect too much.
NOT how to do it.
Waste of money and time if you want a "how to" read.
But besides the over-promising cover and backside, it's a pretty decent read. Just don't expect too much.
September 24, 2023
Not as informative as it presents and the writing is way less than academic, but it is an engaging perspective on manipulation that can add to the concept. Loved the amount of study cases presented and the fact that alot of them were done by female scientists. Even though the concept of SPICE itself isn't scientifically studied or presented that way in the book it sure does hold some truth to the cause and the comparison between babies and psychopaths was actually funny and pretty revelatory. I especially liked the chapters regarding psychopaths and studies done on them. Maybe a weird remark but the writing was at times actually poetic and it surprised me with the power of description it held. All in all it was easy to read, covered different perspectives of manipulation that tied back to SPICE, did feel like it was drawn out sometimes, but I enjoyed it nonetheless.
February 25, 2025
Just read Robert Cialdini's Influence or Chip and Dan Heath's books or Jonah Berger's books. Kevin Dutton's book said nothing new. Most of it was covered better by Robert Cialdini. He has referred to many of the same researches that Robert referred to. Only once or twice he references Robert but sneakily doesn't mention his book's name. He did the same for another author whose book is way better than his (can't recollect his name).
I ordered the book expecting "the art of split second persuasion" but the techniques are anything but split second. And all of them have been written about, spoken about, shared many times over by many famous texts and videos.
Nothing original from him.
Major let down! I was really keen to find out strategies for persuading someone within seconds - something that any marketer needs to master.
Felt like a wasted purchase
I ordered the book expecting "the art of split second persuasion" but the techniques are anything but split second. And all of them have been written about, spoken about, shared many times over by many famous texts and videos.
Nothing original from him.
Major let down! I was really keen to find out strategies for persuading someone within seconds - something that any marketer needs to master.
Felt like a wasted purchase
May 12, 2017
DNF around 60%
It wasn't a bad book nor was it misinformed. I truly believe that Dutton worked hard and has a powerful thesis for this book it's just that I've come to the realization that, well, I'm getting tired of reading books about psychology. At least super big books. They go into unnecessarily deep detail on experimentation so it ends up feeling like I'm reading someone's research paper.
I'm not giving up reading books on psychology because it fascinates me but I think psychology flows better vocally instead of in written form. Fiction though, is a great place to show psychology
It wasn't a bad book nor was it misinformed. I truly believe that Dutton worked hard and has a powerful thesis for this book it's just that I've come to the realization that, well, I'm getting tired of reading books about psychology. At least super big books. They go into unnecessarily deep detail on experimentation so it ends up feeling like I'm reading someone's research paper.
I'm not giving up reading books on psychology because it fascinates me but I think psychology flows better vocally instead of in written form. Fiction though, is a great place to show psychology
April 20, 2023
Too many words, not enough useful information
This book contains quite a bit of fascinating (and sometimes disturbing) information, but nothing here is particularly useful. If one wants to know the best way to persuade people, one has to develop their own set of tactics based on the findings described in the book...or be born a psychopath, since they seem to be wired with an innate ability to persuade people of even the craziest things.
This book reads a lot like someone's dissertation. A lot of words to say, ultimately, very little. If this book were shorter, I might rank it a little higher, but the amount of time I spent reading this book was not worth it.
This book contains quite a bit of fascinating (and sometimes disturbing) information, but nothing here is particularly useful. If one wants to know the best way to persuade people, one has to develop their own set of tactics based on the findings described in the book...or be born a psychopath, since they seem to be wired with an innate ability to persuade people of even the craziest things.
This book reads a lot like someone's dissertation. A lot of words to say, ultimately, very little. If this book were shorter, I might rank it a little higher, but the amount of time I spent reading this book was not worth it.
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