000			03122cam a2200385Ii 4500
001			on1082238653
003			OCoLC
005			20191220113601.0
008			190117t20192019nyua b 001 0 eng d
010			_a 2019946447
040			_aYDX _beng _erda _cYDX _dBDX _dUKMGB _dOCLCO _dOCLCF _dTOH _dGK5 _dCLE _dBDP _dYDXIT _dICW _dBKL _dIEU _dNFG
015			_aGBB9B6927 _2bnb
016	7		_a019454025 _2Uk
020			_a9781541724389 _q(hardcover)
020			_a1541724380 _q(hardcover)
035			_a(OCoLC)1082238653
092			_a302.2 _bM383
049			_aNFGA
100	1		_aMartin, Stephen _c(Behavioral scientist), _eauthor.
245	1	0	_aMessengers : _bwho we listen to, who we don't, and why / _cStephen Martin and Joseph Marks.
250			_aFirst US edition.
264		1	_aNew York : _bPublicAffairs, _c2019.
264		4	_c©2019
300			_avi, 328 pages : _billustrations ; _c25 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	0		_aIntroduction -- The Curse of Cassandra -- PART ONE. Hard Messengers -- 1 Socio-Economic Position -- Fame, Fortune and Being Recognised without Being Recognised -- 2 Competence -- Expertise, Experience and Why Potential Beats Reality -- 3 Dominance -- Power, Superiority and When Command Trumps Compassion -- 4 Attractiveness -- Cute Babies, Beauty Taxes and the Upsides of Averageness -- PART TWO. Soft Messengers -- 5 Warmth -- Likeable Leaders, Humble Servants and When Cooperation Defeats Conflict -- 6 Vulnerability -- Self-Disclosures, Identifiable Victims and How Openness Can Unlock Closed Minds -- 7 Trustworthiness -- Core Principles, Conflicts of Interest and Those Who Are as Faithful as Their Options -- 8 Charisma -- Vision, Surgency and the Mystery of Magnetism -- ConclusionListening... Believing... Becoming .
520			_aWe live in a world where proven facts and verifiable data are freely and widely available. Why, then, are self-confident ignoramuses so often believed over thoughtful experts? And why do seemingly irrelevant details such as a person's appearance or financial status influence whether or not we trust what they are saying, regardless of their wisdom or foolishness? Stephen Martin and Joseph Marks compellingly explain how in our uncertain and ambiguous world, the messenger is increasingly the message. We frequently fail, they argue, to separate the idea being communicated from the person conveying it, explaining why the status or connectedness of the messenger has become more important than the message itself. Messengers influence business, politics, local communities, and our broader society. And Martin and Marks reveal the forces behind the most infuriating phenomena of our modern era, such as belief in fake news and how presidents can hawk misinformation and flagrant lies yet remain. _c--From publisher's description.
650		0	_aCommunication. _929837
650		0	_aInfluence (Psychology) _969515
700	1		_aMarks, Joseph _c(Behavioral scientist), _eauthor.
994			_aC0 _bNFG
999			_c303681 _d303681