ECONOMICS

The Catalyst: How To Change Anyone’s Mind

by Jonah Berger
S. & S. Mar. 2020. 288p. ISBN 9781982108601. $26.99. BUS
COPY ISBN
follows up his previous works, Invisible Influence and Contagious, with an overview of successful negotiation—it’s not so much that one needs to become an expert but, as the author explains, utility comes into play more often than not. Berger speaks to the need for real conversation when conducting negotiations, but also summarizes the business practice using the acronym REDUCE (Reactance, Endurance, Distance, Uncertainty, and Corroborating Evidence), detailing these concepts in chapters devoted to each topic. In contrast to a winner-take-all strategy, as in Robert Ringer’s Winning Through Intimidation, Berger takes more of a positive-sum approach. To this end, he provides a number of examples, including managers looking to enact organizational change and hostile negotiators in the line of duty.
VERDICT While beneficial for all readers, this helpful guide would make a perfect gift for college students entering the job market.
Reviewed by Steven Silkunas, Fernandina Beach, FL , Mar 06, 2020
Comment Policy:
  • Be respectful, and do not attack the author, people mentioned in the article, or other commenters. Take on the idea, not the messenger.
  • Don't use obscene, profane, or vulgar language.
  • Stay on point. Comments that stray from the topic at hand may be deleted.
  • Comments may be republished in print, online, or other forms of media.
  • If you see something objectionable, please let us know. Once a comment has been flagged, a staff member will investigate.

RELATED 

NONFICTION

Slow Burn: The Hidden Costs of a Warming World
by Park, R. Jisung
NONFICTION

Shock Values: Prices and Inflation in American Democracy
by Binder, Carola
NONFICTION

Common Sense Economics: What Everyone Should Know About Wealth and Prosperity
by Gwartney, James D. & others
NONFICTION

Barons: Money, Power, and the Corruption of America’s Food Industry
by Frerick, Austin
NONFICTION

The Hammer: Power, Inequality, and the Struggle for the Soul of Labor
by Nolan, Hamilton
NONFICTION

Token Supremacy: The Art of Finance, the Finance of Art, and the Great Crypto Crash of 2022
by Small, Zachary
More
ALREADY A SUBSCRIBER?

We are currently offering this content for free. Sign up now to activate your personal profile, where you can save articles for future viewing

ALREADY A SUBSCRIBER?