"Well, here's a business communications book with a difference." That's how writer Sam Leith opened his review of our new book "Get the Truth" in the March 30 edition of the Financial Times in London. Here's an excerpt:
The secret, they say, is to keep your interlocutor in “short-term thinking mode”, so their mind stays in the room, not on the big picture. If you — talking to them in a calm, low, slow, confident voice — are their only source of outside stimulus you exploit their “inherent vulnerability to influence”. You repeat things over and over: “It’s a psychological truism that the higher the number of instances we hear something, the greater the likelihood we’ll accept it.” You cultivate a “loss of independent thinking”. Above all, you work ever so hard at making sure there is a “lack of immediately identifiable consequences”.
To read the full review, click here.