Never Go with Your Gut

Introduction

ANY BOOK THAT teaches how to get people to do what you want is a book about manipulation. To manipulate people, you need to understand first what drives them.

Let's start by jarring your perception of manipulation. It is not necessarily a horrible thing, predicated on a desire to exploit someone. In this book, we look at the art and science of persuasion. When used appropriately, that ability can support team-building in the workplace, conflict resolution in tense situations, and harmony at home—and this is just an abbreviated list of the benefits. Looking across the spectrum of humanity, we know that humans are complex creatures. Even in the psychologically healthy bands of the spectrum, human beings run the gamut from altruists ...