A look behind the curtain of shilling and pitch to see how we are manipulated everyday Robert Levine offers readers an incisive new take on the mindsets of those who prod, praise, debase, and manipulate others to do things they never thought they'd do - and are sometimes later sorry they did. He takes a hands-on approach by attending training sessions for magicians honing their craft and by taking jobs as a door-to-door salesman and a used car salesman. Levine explores the remarkable effect and power of subtlety on effective persuasion, the great illusion of personal vulnerability, and the unlikely similarities across a wide range of persuasive strategies, from parents to con men to lovers to religious leaders. Robert Levine (Fresno, CA) is Professor and former chairperson of the Psychology Department at California State University, Fresno. He has published articles in Psychology Today, Discover, American Demographics, The New York Times, Utne Reader, and American Scientist. His book, A Geography of Time, was the subject of feature stories around the world, including Newsweek, The New York Times Magazine, CNN, the BBC, ABC's Primetime, and NPR's All Things Considered and Marketplace.

Table of Contents

Acknowledgments. Introduction. The Illusion of Invulnerability: Or, How Can Everyone Be Less Gullible Than Everyone Else?. Whom Do We Trust? Experts, Honesty, and Likability: Or, the Supersalesmen Don't Look Like Salesmen at All. Killing You with Kindness: Or, Beware of Strangers Bearing Unexpected Gifts. The Contrast Principle: Or, How Black Gets Turned into White. $2 + $2 = $5: Or, Learning to Avoid Stupid Mental Arithmetic. The Hot Button: Or, How Mental Shortcuts Can Lead You into Trouble. Gradually Escalating the Commitments: Or, Making You Say Yes by Never Saying No. Winning Hearts and Minds: Or, the Road to Perpetual Persuasion. Jonestown: Or, the Dark End of the Dark Side of Persuasion. The Art of Resistance: Or, Some Unsolicited Advice for Using and Defending against Persuasion. Notes. Index.

About the Author

ROBERT LEVINE is Professor and former chairperson of the psychology department at California State University, Fresno. He is the author of the award-winning book A Geography of Time, which has been translated into six languages. Dr. Levine has published articles in Psychology Today, Discover, American Demographics, the New York Times, Utne Reader, and American Scientist. He has received awards for his teaching, research, and writing, including being named California State's "Outstanding Professor." Dr. Levine serves on boards of professional organizations in the United States, Germany, and Taiwan.

Reviews

"This valuable and nonacademic guide reveals the extent to which we are surrounded by persuasion, and how we can resist" (Publishers Weekly, February 24, 2003) "an interesting book". (The Wall Street Journal, July 23, 2003)