Robert V. Levine (1945–2019)

Prior to the final chapter, chapter 10, the book could be viewed as a manual on how to manipulate people. Chapter 10 gets into what to do about it.


Table of Contents
1. The Illusion Of Invulnerability: Or How Can Everyone be Less Gullible than Everyone Else
2. Whom Do We trust? Experts, Honesty, and Likability: Or, the upersalesmen Don’t Look Like Salessmen at All
3. Killing You with Kindness: Or, Beware Of Strangers Bearing Unexpected Gifts
4. The Contrast Principle: Or, How Black Gets Turned into White
5. $2 $2=$5: Or, Learning to Avoid Stupid Mental Arithmetic
6. the Hot Button: Or How Mental shortcuts Can Lead You into Trouble
7. Gradually Escalating the Commitments: Or, Making You Say Yes by Never Saying No
8. Winning Hearts and Minds: Or, the Road to Perpetual Persuasion
9. Jonestown: Or, the Dark End of the Dark Side Of Persuasion
10. The Art of Resistance: Or, Some Unsolicited Advice for Using and Defending against Persuasion

Chapter 10: The Art of Resistance
* Stinging (You fell for it in a non-dangerous situation, then discuss)
* Inoculation (Expose to weak argument first)
* Scripts (Plan your response before hand)
* Practice Critical Thinking PROACT: Problems, Objectives, Alternatives, Consequences & Trade-offs:
** Clearly define Problem
** Specify Objectives
** Consider Alternatives
** Evaluate Consequences
** Consider Trade-offs
** Address uncertainties
** Risk tolerance?
** Plan ahead
* Reframe:

Reframe
There's an old joke about a young priest who asks his bishop, "May I smoke while praying?" The bishop answers emphatically that he may not. Later, the young priest encounters an older priest puffing on a cigarette while praying. The young priest scolds him: "You shouldn't be smoking while praying! I asked the bishop and he said I couldn't." "That's strange," the older priest answers. "I asked the bishop if I could pray while I'm smoking and he told me it was okay to pray any time." (Kindle Location 3125)
- Salesmen are good at framing the question to get the answer they want.

Notes on the Kindle Format
* The Table of Contents is not available as a pull-down
* Many of the number have spaces between digits which makes them ambiguous. I often wondered: Should there be a decimal point in there?… (mere)

I had hoped to learn from this book why there is such a big difference in time perception between different cultures. I didn't get a real answer to that, but still enough elements to form an image myself. In any case, Robert Levine shows how great the differences are in sense of time: for example, the time of appointments in the US, Brazil or Japan are interpreted in very different ways at each of those places; his book is peppered with numerous amusing misunderstandings on this.
For an explanation, Levine refers to the "silent language" of the cultures, and that is certainly valid, but that is actually merely making a determination: cultures are very different because they are different, and it is important to adapt to each other. That smells a bit like cultural relativism and in that context there are some rather unfortunate passages in this book (among other things an explanation why a man in Pakistan feels obliged to uphold family honor by killing his adulterous sister).
A small part of the book is about empirical research into different life rates, and there the conclusion is that there is a direct connection with modernism (although Levine does not use that word): “People are prone to move faster in places with vital economies, a high degree of industrialization, larger populations, cooler climates, and a cultural orientation toward individualism.” In short, it means that appointments in the Western world are very much oriented towards the clock, while elsewhere it is 'event-time' that determines the pace of life, and that is much less strictly defined. In a brief historical overview, Levine zooms in on the introduction of that all-dominating clock time at the end of the 19th century in the West, as a deliberate strategy, in function of industrialization. In other words, Levine follows a somewhat historical materialistic way of thinking.
In our globalized world, of course, it all turns out to be a bit more complicated, and Levine has to conclude that there can be big differences within every region or culture. For example, the sense of time within the African American community, the Native American community or that of the New York yuppies is very different; and even the citizens of California run at a different pace.
For me, the distinction that Levine makes between living according to clock time or event time is particularly relevant. But the book would have had more persuasive power if it were more stuffed with empirical research than with funny anecdotes.… (mere)