Petit traité de manipulation à l'usage des honnêtes gens [Brief Treatise on Manipulation for Honest People]

This rather humorous title is a good reflection of the spirit and content of the book, which provides clear and concrete explanations of the simple psychological mechanisms that prove to be real manipulative drivers.
More than a collection of anecdotes or easy formulas, this book is an authentic psychological treatise that deeply examines the phenomenon of manipulation. The core theory is that of commitment, which dictates that we are more inclined to act consistently with our past actions than with our statements or opinions. Using concrete illustrations and the results of scientific experiments, the authors convey the implications of this theory, both in technical terms and in terms of our everyday behavior.
– To understand the psychological underpinnings of manipulation, go to chapters 1 and 3, which expound upon the theories of commitment and “free compliance.”
– Many manipulative techniques are developed in chapters 2 and 4 to 7. We particularly recommend chapter 5, which provides details on the “foot in the door” technique. Do you need someone to help you with a project? Ask first for a small contribution, that he or she can’t refuse. The probability that the person will then accept to make a much bigger effort on the same project will be much higher. Chapter 7, which shows how the described techniques can be combined for greater efficiency, seemed somewhat less useful.
– Chapters 8 and 9 can be covered more rapidly. These two chapters provide perspective on the aforementioned techniques to demonstrate how they can be applied in everyday life.