The Influential Mind: What the Brain Reveals About Our Power to Change Others
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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.
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Tali Sharot. (2017). The Influential Mind: What the Brain Reveals About Our Power to Change Others. Henry Holt and Co.
Chicago / Turabian - Author Date Citation (style guide)Tali Sharot. 2017. The Influential Mind: What the Brain Reveals About Our Power to Change Others. Henry Holt and Co.
Chicago / Turabian - Humanities Citation (style guide)Tali Sharot, The Influential Mind: What the Brain Reveals About Our Power to Change Others. Henry Holt and Co, 2017.
MLA Citation (style guide)Tali Sharot. The Influential Mind: What the Brain Reveals About Our Power to Change Others. Henry Holt and Co, 2017.
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- bioText: Tali Sharot is the author of The Optimism Bias and an Associate Professor of Cognitive Neuroscience. She is the founder and director of the Affective Brain Lab at University College London. Her papers on decision making, emotion, and influence have been published in Nature, Science, Nature Neuroscience, Psychological Science, and many others. She has been featured in numerous outlets and written for The New York Times, Time Magazine, Washington Post, CNN, BBC, and more.
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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.- reviews
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- source: The New York Times Book Review
- content: "Sharot, a London neuroscientist, 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."
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- source: Cass R. Sunstein, Harvard University; former Administrator for the White House Office of Information and Regulatory Affairs and bestselling coauthor of Nudge
- content: "The Influential Mind will make you gasp with surprise--and laugh with recognition. Many of our most cherished beliefs about how to influence others turn out to be wrong; Sharot sets them right. Packed with practical insights, this profound book will change your life. An instant classic."
- premium: False
- source: Adam Grant, New York Times bestselling author of Originals and Give and Take
- content: "Take it from a leading neuroscientist: every day, we all miss opportunities to influence others. 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."
- premium: False
- source: TIME.com
- content: "In the age of big data, it's easy to assume that cold, hard facts can drive change. Not so fast, argues cognitive scientist Tali Sharot, whose new book, The Influential Mind, explores how emotion tends to overpower reason when it comes to human decision-making."
- premium: True
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May 8, 2017
Sharot (The Optimism Bias), a professor of cognitive neuroscience with a background in psychology and economics, has written a fascinating, accessible primer on what current research teaches us about the art of persuasion. Her book strives to “reveal the systematic mistakes we make when we attempt to change minds,” a topic that resonates in today’s divisive political climate. Sharot breaks the book into chapters focused on the different components that impact influence: “Priors (as in prior beliefs), emotion, incentives, agency, curiosity, state of mind, and other people.” Each chapter draws on a variety of scholarly writings from the hard and social sciences (including Sharot’s own research). She has a gift for providing engaging vignettes that are apt and illustrative for nonacademics. The writing exhibits model clarity and brisk pacing. Readers will find themselves jotting notes to apply Sharot’s findings to a wide range of areas, including workplace politics, parenting, and Facebook arguments. The book closes with an overview of where the research on influence is heading (brain-to-brain influencing—no words necessary). A recap synthesizing all the separate ideas would have been welcome, but the additional research will be intriguing to many readers after such an enjoyable read. Agent: Heather Schroder, Compass Talent.
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July 15, 2017
A pop-science tour of the brain and the "systematic mistakes we make when we attempt to change minds, as well as [an illumination of] what occurs during those instances in which we succeed."The mind works in strange ways, as Sharot (The Optimism Bias: A Tour of the Irrationally Positive Brain, 2011), founder and director of the Affective Brain Lab at University College London, observes. Take a crowdfunding request to support two sick people, one pictured tube-draped in a hospital bed, the other by "a photo of a happy young woman glittering in sunlight"? Who gets the money? Yep: sex and the hint of happiness sell, even in bad times. This is a book full of tricks and stratagems to extend the reach of what good minds should do--namely lead other minds toward doing good--and sometimes the author works against received wisdom in offering them. For instance, reading between the lines, she questions the prevailing "wisdom of the crowd," strength-in-numbers folderol of recent business and pop-psych books: "even in our world of ratings and reviews, tallying and averaging many views can lead to suboptimal solutions"--suboptimal because, to put it less nicely than she does, the human herd mentality can make us jump on any number of misguided bandwagons. Feel free to think politics there, and Sharot has some useful tips on how to prevail in political arguments by working the priors--i.e., "building on common ground instead of trying to prove others wrong." The author works with a bit of a grab-bag approach--do we really need to be reminded of the fact that our fears of gruesome ways to die seldom match the gruesome ways to die that are statistically meaningful?--but careful readers will discern plenty of ways to sharpen their abilities to carry an argument. Good, readable pop psychology that doesn't get too arcane but explores hidden mental corners all the same.COPYRIGHT(2017) Kirkus Reviews, ALL RIGHTS RESERVED.
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October 1, 2017
Sharot (cognitive neuroscience, Univ. Coll. London; The Optimism Bias) examines the power of influence. She argues that to influence people successfully, their behaviors must be compatible with how their thoughts. Sharing stories from both her own life as well as her lab experiments, Sharot explores the roles that emotions, agency, incentives, and curiosity play when it comes to influence. She asks thought-provoking questions to get her points across. The author also cites scholarly and popular sources while applying practical examples from her experience and the news. For example, she recalls when she lived in Manhattan and saw a terrified man run down the street, which made others follow. She joined the crowd since 9/11 was three days prior and people were still on high alert. Eventually, people stopped when they realized there was no reason to run, but because this incident happened so close to the attack on the World Trade Center, people's minds were programmed to react. Sharot's writing is clear and accessible, with figures that help to illustrate her argument. VERDICT This educational and enlightening book is highly recommended for anyone interested in neuroscience, psychology, and biology.--Tina Chan, MIT Libs., Cambridge
Copyright 2017 Library Journal, LLC Used with permission.
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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.
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