June 16, 2010
Jack Covert Selects: Jack Covert Selects: Click
Ori and Rom Brafman are the authors of one of favorite books, Sway, which discussed the psychological influences that affect decision-making. Their latest book, Click, looks at how we make “an immediate, deep, and meaningful connection with another person or with the world around us.”
Click is a book that reveals just what brings people together. In a chapter about similarity, even a point of connection as random and unintentional as an identical name, shows that “similarity, no matter what form it takes, leads to greater likability. When we discover a shared similarity with someone we’ve just met—and…it doesn’t matter in which areas the similarity occurs—we’re more likely to perceive the person as part of what psychologists call an in-group.” Proximity, vulnerability, and an adaptable personality all contribute to one’s ability to click.
The Brafmans’ findings are based on research scattered across psychology, sociology and neuroscience, but the data is presented via stories, not dry statistics. We meet a police hostage negotiator who uses many of the principles of clicking to connect with criminals. They show how Bill Clinton, during the run for his first term, used vulnerability during the Gennifer Flowers scandal to redeem himself. Plus, the authors show how the four stars of the University of Florida Gators national champion basketball team clicked early on in their college careers and were better as a group in college than they were after they split up and became pros.
The authors certainly believe that clicking is a magical thing, but their research unveils “click accelerators” that can help us take more control over forming quick set connections. This is just the kind of book that I like: serious research explained with interesting real life stories and presented in a short concise format. I think you’ll click with it too.
About Dylan Schleicher
Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.