LEADER 00000nam  2200373 i 4500 
001    sky298110880 
003    SKY 
005    20191202122513.0 
008    191008r20192019nyua     b    001 0 eng d 
010    bl2019030808 
015    GBB9B6927|2bnb 
020    9781541724389 
020    1541724380 
040    NjBwBT|beng|erda|cNjBwBT|dSKYRV|dUtOrBLW 
082 04 153.8/52|223 
092    153.852|bMAR 
100 1  Martin, Stephen,|eauthor. 
245 10 Messengers :|bwho we listen to, who we don't, and why /
       |cStephen Martin and Joseph Marks. 
250    First US edition. 
264  1 New York :|bPublicAffairs,|c2019. 
300    vi, 328 pages :|billustrations ;|c25 cm 
336    text|2rdacontent 
337    unmediated|2rdamedia 
338    volume|2rdacarrier 
504    Includes bibliographical references and index. 
505 00 |tSocio-economic position--Competence--Dominance--
       Attractiveness--Warmth--Vulnerability--Trustworthiness--
       Charisma 
520    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 groundbreaking 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. 
650  0 Influence (Psychology) 
650  0 Communication. 
650  0 Truthfulness and falsehood. 
700 1  Marks, Joseph,|eauthor. 
775 08 |iReproduction of (manifestation):|aMartin, Stephen.
       |tMessengers|dLondon : Random House Books, 2019
       |z9781847942364