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Publisher's Summary

Brought to you by Penguin.

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.

©2019 Stephen Martin (P)2019 Penguin Audio

What listeners say about Messengers

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Insightful lessons on navigating the world.

The book objectively describes our innate responses and rationale when it comes to the messengers we listen to.
The book doesn’t try to be politically correct but instead puts the facts forward, whether you like it or not.

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A great synopsis of human behahior

Intriguing and interesting way to explain some of the unconscious biases that we have when it comes to listening to people

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  • Sparkly Sal
  • 03-05-20

A lot of old information

Some parts of the book are very interesting but much of it is rehashed from other works. Someone should have briefed the narrator on the pronunciation of proper names mentioned as there are numerous errors which reduced for me the credibility of the content.

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  • Ras
  • 11-02-19

truly enjoyable

This is a great audiobook on psychology of persuasion. The focus in on the speaker rather than on the audience during a persuasion attempt. The examples and reviewed literature are very useful, entertaining, and informative to grasp the subject matter and the thesis of the authorts (i.e. hard vs. soft messengers and their persuasive impacts). I would strongly recommend this audiobook!