An effective and documented analysis of the different handling practices

The author presents in this book six mechanisms underlying most manipulations: reciprocity, commitment and consistency, social proof, sympathy, authority, scarcity. The originality of the book is based on documentation of great wealth. Through laboratory experiments, by his own testimony and well-documented historical facts, the author shows and sometimes frightening impact of these mechanisms on our actions. The book is full of fascinating analysis of historical events. It shows for example how the Chinese have managed, using the engagement mechanism to achieve smooth information and active collaboration of American prisoners during the Korean War. This book, written by a doctor in social psychology with no lack of humor, reads like a novel.