People are not as gullible as we think. We are good at making decisions about who we can trust and what we should believe. Hugo Mercier's book "Not Born Yesterday" demonstrates that mass persuasion fails miserably due to the narrative of widespread gullibility. He uses experimental psychology to show how we are endowed with sophisticated cognitive mechanisms of open vigilance to filter the flow of information and change our minds when presented with the right evidence. Even failures are better explained as bugs in otherwise well-functioning cognitive mechanisms than as symptoms of general gullibility.

Format: Paperback / softback
Length: 384 pages
Publication date: 22 March 2022
Publisher: Princeton University Press

Why people are not as gullible as we think

Not Born Yesterday delves into the intricate mechanisms that shape our trust and belief systems, offering a compelling argument that we possess a remarkable ability to discern between truth and deception. In this lively and thought-provoking book, Hugo Mercier challenges the pervasive narrative of widespread gullibility, demonstrating that it is an oversimplification that fails to account for the complex cognitive processes at play.

Mercier begins by exploring the challenges of mass persuasion, highlighting the widespread failures of religious leaders, politicians, and advertisers in influencing public opinion. He challenges the notion that a credulous public is easily misled by demagogues and charlatans, instead presenting a more nuanced understanding of human cognition.

Drawing on a wealth of research from political science, history, anthropology, and psychology, Mercier demonstrates how each of us is endowed with sophisticated cognitive mechanisms of open vigilance. These mechanisms enable us to assess the credibility of information and make informed decisions. Mercier explains that our cognitive processes involve computing a variety of cues, such as source credibility, logical consistency, and emotional resonance, to determine whether a belief is plausible or not.

Despite our cognitive sophistication, Mercier acknowledges that failures do occur, such as when we accept false confessions, spread wild rumors, or fall for quack medicine. However, he argues that these failures are better explained as bugs in otherwise well-functioning cognitive mechanisms rather than as symptoms of general gullibility. Mercier suggests that we can improve our ability to discern between truth and deception by being more mindful of our cognitive processes, actively seeking out diverse sources of information, and being open to changing our minds when presented with new evidence.

Throughout Not Born Yesterday, Mercier offers practical insights and strategies for cultivating open vigilance and improving our decision-making abilities. He encourages readers to question the information they encounter, to seek out multiple perspectives, and to be willing to revise their beliefs in the face of new evidence. Mercier's book is a valuable resource for anyone interested in understanding the complexities of human cognition, the challenges of mass persuasion, and the importance of critical thinking in navigating the world of information.

Weight: 504g
Dimension: 215 x 138 x 27 (mm)
ISBN-13: 9780691208923