Jones dedicates the first third of the book to explaining why humans are "programmed" to comply. He revisits the work of Dr. Robert Cialdini (Principles of Persuasion) but adds a darker twist.
Una de las aportaciones más lúcidas de Jones es su división de los grupos humanos en tres perfiles psicológicos bien definidos. Para poder alterar o dirigir la conducta de un colectivo, primero se debe mapear su composición: el arte de la manipulacion william m jones pdf 2021
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El autor parte de una premisa realista e incómoda: en mayor o menor medida, para sobrevivir o sobresalir, ya sea en el hogar, la escuela o la oficina. Desde un niño que llora estratégicamente para conseguir un juguete hasta un líder corporativo que diseña políticas para dirigir el esfuerzo de sus empleados, la manipulación es una herramienta de convivencia y poder.
