The Confidence Game
The Psychology of the Con and Why We Fall for It Every Time
Published on 28. January 2016
Book
Paperback/Softback
352 pages
978-1-78211-388-1 (ISBN)
Description
True con artists - the Bernie Madoffs, the Clark Rockefellers, the Lance Armstrongs - are elegant, outsized personalities, artists of persuasion and exploiters of trust. They hold a deep, enigmatic fascination for us. But how do they do it? Why are they successful? And what keeps us falling for it, over and over again?
Whether it's a suspicious-looking email or a multimillion-dollar global swindle, Maria Konnikova investigates the psychological principles that underlie each stage of the confidence game - from the initial put-up, where the artist identifies the victim, to the eventual fix, where the artist persuades the victim to stay quiet. Exploring the psychological profile of both the con artist and his mark, we learn how grifters can be so persuasive, even to those of us who consider ourselves immune, and how we can train ourselves to discern the signs of a story that isn't quite what it seems. Insightful and entertaining, telling fascinating stories about some of the most seductive imposters in history, The Confidence Game takes us into the world of the con to examine not only why we believe in confidence artists but how our sense of truth can be manipulated by those around us.
Whether it's a suspicious-looking email or a multimillion-dollar global swindle, Maria Konnikova investigates the psychological principles that underlie each stage of the confidence game - from the initial put-up, where the artist identifies the victim, to the eventual fix, where the artist persuades the victim to stay quiet. Exploring the psychological profile of both the con artist and his mark, we learn how grifters can be so persuasive, even to those of us who consider ourselves immune, and how we can train ourselves to discern the signs of a story that isn't quite what it seems. Insightful and entertaining, telling fascinating stories about some of the most seductive imposters in history, The Confidence Game takes us into the world of the con to examine not only why we believe in confidence artists but how our sense of truth can be manipulated by those around us.
Reviews / Votes
I really love Maria Konnikova's writing. In a world of pseudoscience, her calm rationality is comforting and smart -- JON RONSON The story of the con artist may be unmatched for combining human interest with insight into human nature, and star psychology writer Maria Konnikova explains their wiles to us with her characteristic clarity, flair and depth -- STEVEN PINKER In this remarkable book, Maria Konnikova shows that human beings are hardwired to believe - often to our peril. With a deft mix of stories and studies, she explores what that means for how we think and, ultimately, who we are. Deeply researched and elegantly written, The Confidence Game will widen your eyes and sharpen your mind -- DANIEL H. PINK * * author of Drive and To Sell is Human * * There's a lot to be learned about human nature from the con's enduring success. And Konnikova is an insightful analyst of the dark art of -the scam. Konnikova has learned at least one thing from the con artists she studied: Always leave your marks wanting more * * New York Times * * Fascinating stories of some fantastically elaborate cons * * Spectator * * Maria Konnikova breaks down the psychology of schemes, scams, tricks and frauds across the centuries in The Confidence Game an unnerving manual for conning and getting conned . . . fortunately, the cons are usually entertaining and the studies revealing * * Washington Post * * A gripping examination of exactly why so many of us are such suckers for schemes that shut down our saner instincts * * Vice * * Konnikova covers wide-ranging studies in social psychology and illustrates them with colorful stories about real-life con men and women in action * * New York Magazine * * A thrilling psychological detective story investigating how con artists prey on our propensity for believing what we wish were true and how this illuminates the inner workings of trust and deception in our everyday lives . . . a tapestry of riveting real-life con artist profiles interwoven with decades of psychology experiments. What makes the book especially pleasurable is that Konnikova's intellectual rigor comes with a side of warm wit . . . thoroughly fascinating * * Brainpickings * * An engaging read: between studies and statistics, Konnikova threads her examination with rich narratives of historical swindles * * Los Angeles Review of Books * * One of the best science writers of our time examines the minds, motives, and methods of con artists-and the people who fall for their cons * * Forbes * * If you liked Malcolm Gladwell's Blink, you'll love this lucid and revelatory look into our oh-so-susceptible selves -- ERIK LARSON * * author of The Devil in the White City * * A compelling, engrossing account of the world of the con. I stayed up far too late reading it. Beautifully written, and filled with stories and thought-provoking psychological research, The Confidence Game will teach you how confidence artists operate - and how to outwit them -- CHARLES DUHIGG * * author of The Power of Habit * * An enthralling read about why we're all vulnerable to deception, by one of the truly gifted social science writers of our time. This book shook my confidence in my ability to detect fraud - and then showed me how to improve my skills -- ADAM GRANT * * author of Give and Take and Originals * * What magic takes place when a smooth talking stranger convinces you to part with everything you have? Maria Konnikova is a superb storyteller and her tales of conmen and their victims will blow your mind. The Confidence Game is a masterful exploration of human psychology - Konnikova uses the art of the con to explore some striking claims about kindness and cruelty, memory and reputation, the power of stories, and the very nature of the self. This is a brilliant and often unsettling book, and it leaves me with mixed feelings - I'd like everyone to read it, but at the same time, it scares me to think of it falling into the wrong hands -- PAUL BLOOM * * author of Just Babies * * Gripping . . . Konnikova has a gift for bringing out the drama, poignancy and (if you're not the victim) the humor in the elaborate deceptions she describes. * * Jacksonville.com * * Juicy . . . a fascinating look at the psychology behind every hustle * * Economist * * Exceptional . . . a brisk, engaging overview of the ways these skilled tricksters masterfully manipulate us to their own ends * * Boston Globe * * Fantastical . . . a quick and enjoyable read about con-artistry * * Spiked * *More details
Edition
Main
Language
English
Place of publication
Edinburgh
United Kingdom
Product notice
Paperback (UK-trade)
Dimensions
Height: 213 mm
Width: 136 mm
Thickness: 25 mm
Weight
381 gr
ISBN-13
978-1-78211-388-1 (9781782113881)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Maria Konnikova was born in Moscow and grew up in the United States. Her first book, Mastermind, was a New York Times bestseller. She is a contributing writer for The New Yorker, where she writes a regular column with a focus on psychology and culture, and her writing has appeared in The Atlantic, The New York Times, Scientific American MIND and The Smithsonian, among numerous other publications. Maria graduated magna cum laude from Harvard University and received her PhD in psychology from Columbia University. She is currently a Schachter Writing Fellow at Columbia University's Motivation Science Center and lives in New York City.