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.
Why are self-confident ignoramuses so often believed?
Why are thoughtful experts so often given the cold shoulder?
And why do apparently irrelevant details such as a person’s height, their relative wealth, or their Facebook photo influence whether or not we trust what they are saying?
When deciding whether or not someone is worth listening to, we think we carefully weigh their words and arguments. But those are far from being the only factors that hold sway with us.
In this ground-breaking new book behavioural experts Stephen Martin and Joseph Marks pinpoint the eight powerful traits that determine who gets heard and who gets ignored. They show how such apparently irrelevant details as a person’s appearance or their financial status influence our response to what they have to say, regardless of its wisdom or foolishness. They explain how trust is won, even when it may not be deserved. They analyse the nature of the charismatic speaker and the verbal and physical cues they employ. And they demonstrate how the tiniest of signals – from the shoes we wear, to the pitch of our voice and the warmth of our smile – can transform how others perceive us and so determine whether they are prepared to pay heed to what we have to say.
Above all, Martin and Marks show how looking and sounding right is often far more persuasive than actually being right.
In a world of ambiguity, uncertainty and fake news they compellingly demonstrate how, increasingly, the Messenger is the Message.
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