From the bestselling author of Drive and A Whole New Mind comes a surprising–and surprisingly useful–new book that explores the power of selling in our lives.
According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.
But dig deeper and a startling truth emerges:
Yes, one in nine Americans works in sales. But sodo the other eight.
Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.
To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it’s no longer “Always Be Closing”), explains why extraverts don’t make the best salespeople, and shows how giving people an “off-ramp” for their actions can matter more than actually changing their minds.
Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another’s perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.
Everyone accepts the importance of physical health; isn’t it just as important to aim for the mental equivalent? Philippa Perry has come to the rescue with How to Stay Sane — a maintenance manual for the mind.
Years of working as a psychotherapist showed Philippa Perry what approaches produced positive change in her clients and how best to maintain good mental health. In How to Stay Sane, she has taken these principles and applied them to self-help. Using ideas from neuroscience and sound psychological theory, she shows us how to better understand ourselves. Her idea is that if we know how our minds form and develop, we are less at the mercy of unknown unconscious processes. In this way, we can learn to be the master of our feelings and not their slave.
This is a smart, pithy, readable book that everyone with even a passing interest in their psychological health will find useful.
Human beings are the only species who cry for emotional reasons. We weep at tragedies both in our own lives and in the lives of others–remarkably, we even cry over fictional characters in film, opera, novels, and theatre. But why is weeping unique to humanity? What is different about the structure of our brains that sets us apart from all other animals? When on our evolutionary journey did we first recognize the tragedy of life? When did our early ancestors first cry?
In this fascinating volume, neurologist Michael Trimble offers a wide-ranging discussion of emotional crying, looking at its physiology as well as its evolutionary past. To shed light on why crying is uniquely human, Trimble offers an insightful account of the neuroanatomy of the human brain, highlighting differences from those of other primates, especially with regards to the representation of emotion and the circuitry related to the release of tears. He also looks at the epidemiology of crying (who cries, where, and when) and he discusses why people often feel good after crying and why we have developed art forms–most powerfully, music–that move us to tears. Throughout, Trimble weaves a discussion of Nietzsche’s Birth of Tragedy, exploring the origin of Tragedy as an art form, and using the images of Apollo and Dionysus as representative of biological and cognitive forces which are integral to the behavior and thinking of mankind. Finally, Trimble reveals that our emotional responses to tragedy–and crying for emotional reasons–have evolved over several millions of years.
The insights found here shed much light on an enigmatic part of our humanity. The book offers a profound glimpse into the human heart as well as deep insight into the role of art in our emotional lives.
The eagerly anticipated new book from the author of the bestselling The 48 Laws of Power
What did Charles Darwin, middling schoolboy and underachieving second son, do to become one of the earliest and greatest naturalists the world has known? What were the similar choices made by Mozart and by Caesar Rodriguez, the U.S. Air Force’s last ace fighter pilot? In Mastery, Robert Greene’s fifth book, he mines the biographies of great historical figures for clues about gaining control over our own lives and destinies. Picking up where The 48 Laws of Power left off, Greene culls years of research and original interviews to blend historical anecdote and psychological insight, distilling the universal ingredients of the world’s masters.
Temple Grandin, Martha Graham, Henry Ford, Buckminster Fuller—all have lessons to offer about how the love for doing one thing exceptionally well can lead to mastery. Yet the secret, Greene maintains, is already in our heads. Debunking long-held cultural myths, he demonstrates just how we, as humans, are hardwired for achievement and supremacy. Fans of Greene’s earlier work and Malcolm Gladwell’s Outliers will eagerly devour this canny and erudite explanation of just what it takes to be great.
