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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. Praise for The Influential Mind Winner of the 2018 British Psychological Society Book Award Selected as a Best Book of 2017 by Forbes, The Times (UK), The Huffington Post, Bloomberg, Greater Good Magazine, Inc., Stanford Business School,and more “Sharot . . . covers the topic more fully and more authoritatively in a book whose title gives appropriately equal billing to thought, behavior and neurons. . . . Her book is a witty survey of techniques to influence and guide human behavior.” —The New York Times Book Review “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
A leader in decision-making research reveals how choices are designed—and why it’s so important to understand their inner workings Every time we make a choice, our minds go through an elaborate process most of us never even notice. We’re influenced by subtle aspects of the way the choice is presented that often make the difference between a good decision and a bad one. How do we overcome the common faults in our decision-making and enable better choices in any situation? The answer lies in more conscious and intentional decision design. Going well beyond the familiar concepts of nudges and defaults, The Elements of Choice offers a comprehensive, systematic guide to creating effective choice architectures, the environments in which we make decisions. The designers of decisions need to consider all the elements involved in presenting a choice: how many options to offer, how to present those options, how to account for our natural cognitive shortcuts, and much more. These levers are unappreciated and we’re often unaware of just how much they influence our reasoning every day. Eric J. Johnson is the lead researcher behind some of the most well-known and cited research on decision-making. He draws on his original studies and extensive work in business and public policy and synthesizes the latest research in the field to reveal how the structure of choices affects outcomes. We are all choice architects, for ourselves and for others. Whether you’re helping students choose the right school, helping patients pick the best health insurance plan, or deciding how to invest for your own retirement, this book provides the tools you need to guide anyone to the decision that’s right for them.
At once a pioneering study of evolution and an accessible and lively reading experience, a book that offers the most convincing—and radical—explanation for how and why the human mind evolved. Consciousness, morality, creativity, language, and art: these are the traits that make us human. Scientists have traditionally explained these qualities as merely a side effect of surplus brain size, but Miller argues that they were sexual attractors, not side effects. He bases his argument on Darwin’ s theory of sexual selection, which until now has played second fiddle to Darwin’ s theory of natural selection, and draws on ideas and research from a wide range of fields, including psychology, economics, history, and pop culture. Witty, powerfully argued, and continually thought-provoking, The Mating Mind is a landmark in our understanding of our own species.
"Geary also explores a number of issues that are of interest in modern society, including how general intelligence relates to academic achievement, occupational status, and income."--BOOK JACKET.
Something is going wrong on many college campuses in the last few years. Rates of anxiety, depression, and suicide are rising. Speakers are shouted down. Students and professors say they are walking on eggshells and afraid to speak honestly. How did this happen? First Amendment expert Greg Lukianoff and social psychologist Jonathan Haidt show how the new problems on campus have their origins in three terrible ideas that have become increasingly woven into American childhood and education: what doesn’t kill you makes you weaker; always trust your feelings; and life is a battle between good people and evil people. These three Great Untruths are incompatible with basic psychological principles, as well as ancient wisdom from many cultures. They interfere with healthy development. Anyone who embraces these untruths—and the resulting culture of safetyism—is less likely to become an autonomous adult able to navigate the bumpy road of life. Lukianoff and Haidt investigate the many social trends that have intersected to produce these untruths. They situate the conflicts on campus in the context of America’s rapidly rising political polarization, including a rise in hate crimes and off-campus provocation. They explore changes in childhood including the rise of fearful parenting, the decline of unsupervised play, and the new world of social media that has engulfed teenagers in the last decade. This is a book for anyone who is confused by what is happening on college campuses today, or has children, or is concerned about the growing inability of Americans to live, work, and cooperate across party lines.
Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request) and is written in a narrative style combined with scholarly research. Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and other positions, inside organizations that commonly use compliance tactics to get us to say "yes". Widely used in graduate and undergraduate psychology and management classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity. Copyright © Libri GmbH. All rights reserved.
Rothbards great treatise and its complementary text are now combined into a single 4.5"x7" pocket edition. The full 1,500 page treatise in an easy to read and super convenient package. It might not seem possible but it is done and it works. It makes a great companion volume to Misess Human Action in pocket size, as well as the Bastiat Collection in pocket size. Murray N. Rothbards great treatise provides a sweeping presentation of Austrian economic theory, a reconstruction of many aspects of that theory, a rigorous criticism of alternative schools, and an inspiring look at a science of liberty that concerns nearly everything and should concern everyone. This edition takes this book out of the category of underground classic and raises it up to its proper status as one of the great economic treatises of all time, a book that is essential for anyone seeking a robust economic education. The captivating new introduction by Professor Joseph Salerno that frames up the Rothbardian contribution in a completely new way, and reassesses the place of this book in the history of economic thought. In Salernos view, Rothbard was not attempting to write a distinctively "Austrian" book but rather a comprehensive treatise on economics that eschewed the Keynesian and positivist corruptions. This is what accounts for its extraordinarily logical structure and depth. That it would later be called Austrian is only due to the long-lasting nature of the corruptions of economics that Rothbard tried to correct. Students have used this book for decades as the intellectual foil for what they have been required to learning from conventional economics classes. In many ways, it has built the Austrian school in the generation that followed Mises. It was Rothbard who polished the Austrian contribution to theory and wove it together with a full-scale philosophy of political ethics that inspired the generation of the Austrian revival, and continues to fuel its growth and development today. From Rothbard, we learn that economics is the science that deals with the rise and fall of civilization, the advancement and retrenchment of human development, the feeding and healing of the multitudes, and the question of whether human affairs are dominated by cooperation or violence. Economics in Rothbards wonderful book emerges as the beautiful logic of that underlies human action in a world of scarcity, the lens on how exchange makes it possible for people to cooperate toward their mutual betterment. We see how money facilitates this, and allows for calculation over time that permits capital to expand and investment to take place. We see how entrepreneurship, based on real judgments and risk taking, is the driving force of the market. Whats striking is how this remarkable book has lived in the shadows for so long. It began as a guide to Human Action, and it swelled into a treatise in its own right. Rothbard worked many years on the book, even as he was completing his PhD at Columbia University. He realized better than anyone else that Misess economic theories were so important that they needed restatement and interpretation. But he also knew that Misesian theory needed elaboration, expansion, and application in a variety of areas. The result was much more: a rigorous but accessible defense of the whole theory of the market economy, from its very foundations. But the publisher decided to cut the last part of the book, a part that appeared years later as Power and Market. This is the section that applies the theory presented in the first 1,000 pages to matters of government intervention. Issue by issue, the book refutes the case for taxation, the welfare state, regulation, economic planning, and all forms of socialism, large and small. It remains an incredibly fruitful assembly of vigorous argumentation and evidence. A major advantage of Man, Economy, and State, in addition to its systematic presentation, is that it is written in the clearest English you will find anywhere in the economics literature. The jargon is kept to a minimum. The prose is crystalline and vigorous. The examples are compelling. No one has explained the formation of prices, the damage of inflation, the process of production, the workings of interest rates, and a hundred of topics, with such energy and clarity. Over years, students have told us that this book is what made it possible for them to get through graduate school. Why? Because Rothbard takes on the mainstream in its own terms and provides a radical, logical, comprehensive answer. If you have read the book, you know the feeling that comes with reaching the last page: one walks away with the sense that one now fully understands economic theory and all its ramifications. It is a shame that the authentic edition of the classic that Rothbard wrote fully 40 years ago is only now coming into print. And yet the good news is that, at last, this remarkable work in the history of ideas, the book that makes such a technically competent, systematic, and sweeping case for the economics of liberty, is at last available. REVIEWS As the result of many years of sagacious and discerning meditation, [Rothbard] joins the ranks of the eminent economists by publishing a voluminous work, a systematic treatise on economics.... An epochal contribution to the general science of human action, praxeology, and its practically most important and up-to-now best elaborated part, economics. Henceforth all essential studies in in these branches of knowledge will have to take full account of the theories and criticisms expounded by Dr. Rothbard. Ludwig von Mises It is in fact the most important general treatise on economic principles since Ludwig von Misess Human Action in 1949. Henry Hazlitt Man, Economy, and State is Murray Rothbards main work in economic theory. It appeared in 1962, when Murray was only 36 years old. In it Murray develops the entire body of economic theory, in a step by step fashion, beginning with incontestable axioms and proceeding to the most intricate problems of business cycle theory and fundamental breakthroughs in monopoly theory. And along the way he presents a blistering refutation of all variants of mathematical economics. The book has in the meantime become a modern classic and ranks with Misess Human Action as one of the two towering achievements of the Austrian School of economics. In Power and Market, Murray analyzed the economic consequences of any conceivable form of government interference in markets. The Scholars Edition brings both books together to form a magnificent whole. Hans-Hermann Hoppe In 1972, this book was selling in hardback for $150 in current dollars. So the pocket edition, which includes Power and Market, a great index, plus improved layout, is about a fraction of the cost of the original, for a far better product.
Psychologists have long been aware that most people maintain an irrationally positive outlook on life—but why? Turns out, we might be hardwired that way. In this absorbing exploration, Tali Sharot—one of the most innovative neuroscientists at work today—demonstrates that optimism may be crucial to human existence. The Optimism Bias explores how the brain generates hope and what happens when it fails; how the brains of optimists and pessimists differ; why we are terrible at predicting what will make us happy; how emotions strengthen our ability to recollect; how anticipation and dread affect us; how our optimistic illusions affect our financial, professional, and emotional decisions; and more. Drawing on cutting-edge science, The Optimism Bias provides us with startling new insight into the workings of the brain and the major role that optimism plays in determining how we live our lives.