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The Confidence Game: Why We Fall for It . . . Every Time, by Maria Konnikova
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Review
“Konnikova… is an insightful analyst of the dark art of the scam.” —New York Times Book Review “An unnerving manual for conning and getting conned.” —Washington Post“[An] excellent study of Con Artists, stories & the human need to believe” –Neil Gaiman, via Twitter “Melding pop social science and potted history, the science writer transcends the genre of Gladwell by drilling down into situations where our instincts lead us horribly astray — and right into the arms of swindlers. The surreal and often codependent relationship between grifter and griftee is disturbingly common, no matter how sophisticated its victims think they are, from Bernie Madoff’s worldly dupes to everyone who ever cheered Lance Armstrong.” —Vulture"A brisk, engaging overview of the ways these skilled tricksters masterfully manipulate us to their own ends." —Boston Globe “Blending news accounts with first-person published narratives, public records, and original interviews, Konnikova dissects the techniques of some of the world’s most successful con artists. A page-turner, this book provides plenty of insight about them and about us, their targets.” —Psychology Today"A fascinating look at the psychology behind every hustle, from Bernie Madoff’s Ponzi scheme to a three-card-monte game...Ms Konnikova tells of hucksters masquerading as doctors, royals or moguls, all armed with a gifted imagination, a silver tongue and an ability to size people up."--The Economist “Victims of cons, she argues, aren't just the foolish and the ignorant. They’re often regular people who happen to be desperate or emotionally compromised by their circumstances. For leaders, who largely pride themselves on being rational, strategic thinkers, the deception Konnikova’s research warns us about begins with that very emotion: pride….Leaders who get fooled are the ones who first manage to fool themselves.” --Fast Company “A thrilling psychological detective story investigating how con artists, the supreme masterminds of malevolent reality-manipulation, 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.” --Maria Popova, Brain Pickings “With meticulous research and a facility for storytelling, Konnikova makes this intriguing topic absolutely riveting.” —Kirkus, Starred review “Told with vigor and enthusiasm, this study of the psychology of the con artist is riveting and cleverly told.” —Publishers Weekly, Starred review “In the Confidence Game, Konnikova plumbs the psychology and chemistry of why we all fall so readily for scams and cons—and why, thanks to the “Lake Wobegon Effect” and other forces, having fallen once, we’re even more susceptible the next time. It’s a startling and disconcerting read that should make you think twice every time a friend of a friend offers you the opportunity of a lifetime. But you won’t think twice. You’ll still succumb, because that’s how we’re all wired. And here’s the irony—the smarter you think you are, the more readily you’ll fall, which is why New Yorkers are some of the easiest marks. (Clients of Bernie Madoff, we’re talking about you.) If you liked Malcolm Gladwell’s Blink, you’ll love this lucid and revelatory look into our oh-so-susceptible selves.” —Erik Larson, #1 New York Times bestselling author of Dead Wake and bestselling author of Devil in the White City“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, Johnstone Professor of Psychology, Harvard University, and author of How the Mind Works and The Sense of Style. “In this remarkable book, Maria Konnikova shows that human beings are hardwired to believe—often to our peril. And 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“As an ambassador to AARP’s Fraud Watch Network which educates its members on protecting themselves from confidence games and scams, I found The Confidence Game an excellent resource. The best way to protect oneself from the confidence man is to understand the mind and motivation of the con man.” —Frank W. Abagnale, subject of the movie, book, and Broadway musical Catch Me If You Can “I really love Maria Konnikova’s writing. In a world of pseudoscience—of extreme polemical thought—her calm rationality is comforting and smart. I appreciate and believe her.” —Jon Ronson, author of So You've Been Publicly Shamed “Maria Konnikova has written 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, Pulitzer Prize–winning reporter and author of The Power of Habit “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. 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, Brooks and Suzanne Ragen Professor of Psychology, Yale University, and author of Just Babies. “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, Wharton professor and New York Times bestselling author of Give and Take and Originals“Short of making cynicism your overriding philosophy, the surest safety might be to understand the workings of the con man as he understands you. Understand his psychology, his motivation, his tricks, and his games. Konnikova’s book promises to make life just a little bit harder for con artists everywhere.”—The New Republic"An unnerving manual for conning and getting conned."—The Washington Post“Brilliant and enthralling. By plumbing the depths of real stories of swindlers and their victims, and by drawing on new research into the nature of deception, she does more than just show in riveting detail how these cons unfold; she also reveals their hidden psychological dimensions, and why we all may be perfect mark.” —David Grann, author of The Lost City of Z"In The Confidence Game, Maria Konnikova has created an enthralling read about con men. But it's about so much more: trust, belief, and deception at their most basic and human levels. If you think you're above becoming an unwitting player in the confidence game, you'll think again by the end." —David Epstein, author of The Sports Gene “The most thoughtful and thought-provoking book ever written on cons, and I’ve not only read most of them but I’ve also been conned. Marvelous and important.” —Michael Shermer, publisher of Skeptic magazine, author of Why People Believe Weird Things and The Believing Brain “Blending news accounts with first-person published narratives, public records, and original interviews, Konnikova dissects the techniques of some of the world’s most successful con artists. A page-turner, this book provides plenty of insight about them and about us, their targets.”—Psychology Today“A gripping examination of exactly why so many of us are such suckers for schemes that shut down our saner instincts.”—Vice "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 “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 deep (and entertaining) dive into the world of con artists.”—Time.com “It turns out there's a lot to be learned about human nature. And Konnikova…is an insightful analyst.”—Economic Times“An engaging read . . . A subtle yet powerful reminder that the con man isn’t solely a shadowy grifter but as ubiquitous and common as the little white lies we tell our friends and family.”—Los Angeles Review of Books“Melding pop social science and potted history, science writer Maria Konnikova transcends the Gladwell genre by drilling down into situations where our instincts lead us horribly astray—and into the arms of swindlers.”—New York Magazine
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About the Author
Maria Konnikova is the author of Mastermind and The Confidence Game. She is a regular contributing writer for The New Yorker, and has written for the Atlantic, the New York Times, Slate, the New Republic, the Paris Review, the Wall Street Journal, Salon, the Boston Globe, the Scientific American MIND, WIRED, and Smithsonian. Maria graduated from Harvard University and received her Ph.D. in Psychology from Columbia University.From the Hardcover edition.
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Product details
Paperback: 352 pages
Publisher: Penguin Books; Reprint edition (January 10, 2017)
Language: English
ISBN-10: 0143109871
ISBN-13: 978-0143109877
Product Dimensions:
5.5 x 0.7 x 8.3 inches
Shipping Weight: 9.6 ounces (View shipping rates and policies)
Average Customer Review:
4.0 out of 5 stars
200 customer reviews
Amazon Best Sellers Rank:
#23,245 in Books (See Top 100 in Books)
I purchased this book with high hopes. I've read the prologue (which you must read or else you won't understand parts of Chapter 1) and Chapter 1 and I won't be reading a lot more. This book deals with con men (and women) and the author has an interest in topics like personality theory and the dark triad. But the treatment lacks any sort of integration and comes across as more of a data dump than a smooth narrative. For example, perhaps a dozen times in Chapter 1, the narrative will end with a section break and pick up again about something entirely new without any sort of attempt to create a transition or draw a conclusion. The conclusions and assertions that are present, don't seem particularly insightful and are sometimes contradictory. Also, she doesn't cite the psychological work that she is using, so identifying the original source can be impossible (it's not clear, but at least in some cases this many be because she interviewed the researcher and they made reference to a study).So, to close a fairly negative review on a positive note: The stories she tells about cons and marks are mostly interesting. The book is worth three stars on that basis and if that's all you wanted from the book, it might be quite enjoyable for you.
Konnikova promises a lot in the titles to her books. I read Mastermind: How to Think Like Sherlock Holmes and was disappointed. I did not learn to think like Sherlock Holmes; not by a long shot. In this book, Konnikova has come closer to delivering the "Why We Fall for It . . . Every Time" but I disagree with her observations and conclusions. As a former prosecutor of elder abuse crimes (both physical and financial), I have a lot of experience with people who "fall for it." But that certainly doesn't mean everyone does. Nor does it mean that the ones who don't "fall for it" are more cynical, less humane, less open to true friendship, etc. In fact, Konnikova's description of victims of con artists as being more open and in touch with their humanity sounds like the manipulation of a con artist. Not that I think Konnikova is a con artist. She is just a very ambitious young woman and a self-promoter. I have read a lot of her magazine articles and have enjoyed many of them. Unfortunately, her organizational and analytical skills as a writer do not make her a good writer of books. Viewed as a series of magazine articles with the inevitable repetitions this book holds up fairly well. But as a book, it lacks a great deal. It certainly deserves 3 stars, but its failure to respond to bigger questions with bigger answers makes it fall short. For me, it was an uneven, often repetitious, fairly shallow approach to a fascinating subject. Until she matures as a thinker and researcher, Konnikova does better when she sticks to the magazine articles that she handles so well.
the author's being a psychologist with first rate credentials as psychologist certainly makes the case studies interesting and her insight all the more intriguing. What I didn't particularly like(or rather I should what really didn't resonate with)was the really exhaustive degree in which she explores the topic often needlessly repeating or rehashing material that was covered before. She could quite conceivably condense about half of it and I and perhaps other readers wouldn't feel so bogged down by what comes across as a microscopic exploration characteristic of a lengthy ph d thesis on the topic of confidence games. In this sense, the in depth treatise would genuinely qualify as a lengthy magazine article in for example, the L.A. Times Sunday edition supplemental magazine, same thing with the N.Y. Times.
Konnikov, aside from having the PERFECT name to tackle this topic, is a talented writer. She is conversational without being too present (in that creepy, uncle-at-your-bedroom-window kind of way) and knowledgeable about the history of cons and cognitive science behind how they work and why we fall for them. She tackles the fascinating subject with the perfect blend of engaging writing, rigorous research and guilty appreciation for con men (and they are almost all men, apparently) and their devious trade.She uses plenty of historic examples of memorable and lucrative cons, as well as some painfully recent examples (Madoff, for example), strategically stretching them out across chapters to make this a borderline page-turner, as I always wanted to find out how badly the marks would be taken and if the cons ever got their comeuppance. I also appreciated the thought that went into the overall structure (the sure sign of a writer who understand the psychology of storytelling), organizing the chapters around the components of a big con — the put-up, the rope, the send, etc. — which is a great way to seed the lingo and reinforce just how complicated a con is and just how much they rely on instinctive (or learned) understanding of deep psychological concepts.Cons can only work because we humans are, mostly, wired to trust. “We are so bad at spotting deception because it’s better for us to more trusting. Trust, and not adeptness at spotting deception is the most beneficial path.†For such social, collaborative creatures, trust is vitally important to work together. And cons take advantage of that.Cons, it seems, are wired a little differently than most, often scoring high on the “dark triad†of personality traits: narcissism, Machiavellianism and psychopathy. That leaves them self-interested and joyously amoral. Luckily, evolution has seen to it that those who possess those and other maladaptive traits ever only exist in relatively small numbers, or else risk dragging the whole species down into oblivion. “Calculated nonchalance [regarding moral imperatives] is only an adaptive strategy when it’s a minority one.†Otherwise, we’d all be so busy fleecing each other and exacting revenge, the human race might just flicker out.So, along with exploitable trust, add in greed, an overwhelming desire to feel special and a few other psychological traits like “egocentric anchoring†(“We assume that other know what we know, believe what we believe, and like what we like.â€) and “the mere exposure effect†(familiarity breeds affection), and the stage is set for being suckered.The part that resonated the most with me is how victims of cons often fall for a scam because of a shared predilection of all humans — our love of stories. Our brains are wired to receive information in story form, and cons are really just an elaborate, and expensive, form of story-telling that puts the victim in the center of a new and interesting universe where it makes perfect sense that they can get money for nothing or that they are of the blood line of an ancient religious order and must liquidate their resources to go on the run. It’s exciting! People want to feel special, and stories about them are the best ways to make that happen, lowering defenses and loosening purse strings in the process.And we especially love a good story that resonates with our core beliefs. “Why form accurate judgments when the inaccurate one make our life far more pleasant and easy?†Easy because we don’t have to challenge our long held assumptions (such as the fact that we really are special). The comforting story soothes away the cognitive dissonance because, “when a fact is plausible, we still need to test it. When a story is plausible, we often assume it’s true.â€And cons often invoke “information priming†which exploits “the ease that comes from familiarity. Mention something in passing, and when you elaborate on it later – especially if it’s a few days later – it seems that much more convincing. It’s a phenomenon known as the illusion of truth: we are more likely to think something is true if it feels familiar.â€And that goes double if that something has emotional appeal. “Our emotional reactions are often our first. They are made naturally and instinctively, before we perform any sort of evidence-based evaluation.†In other words, “Con men … are likewise expert at rapidly involving greed, pity and other emotions that can eclipse deliberation and produce an override of normal behavioral restraints.â€Equal parts journalism and psychology, the end result is a riveting look at what it takes to convince people to, against all their better instincts, act against their own self-interest.
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