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  • The Confidence Game: Why We Fall for It . . . Every Time
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The Confidence Game: Why We Fall for It . . . Every Time

The Confidence Game: Why We Fall for It . . . Every Time

byMaria Konnikova
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Fred ForbesTop Contributor: Photography
4.0 out of 5 starsToo true.
Reviewed in the United States on September 25, 2020
I got into this book for a fairly sad reason. A dear friend recently passed away. He had been suffering from heart and pulmonary issues as well as diabetes. Retired, well educated professional living alone. The attorney handling estate issues told me that my friend had been scammed. From the local bank account representing his emergency reserves he had sent $25k to a Western Union address, another $25k in gift cards. The autopsy showed he died from an overdose of his medications. (Note the police declined to follow-up other than checking the Western Union address and determining no information was available regarding who picked up the funds.)

Why, I wondered would someone this intelligent fall for this type of scam? This question led me to Maria's book which she answers quite well. Seems no one, no matter how educated, intelligent or careful is immune to the well executed con. She delves into the structure of the con, the stages involved, why they work or don't and why those scammed often continue to believe the con was legitimate.

Also includes some of the more interesting historical scams such as Ponzi, Madoff, etc. The book was well written enough that I have moved off to her examination of the world of professional poker. If cons are an area of interest for you, hard to beat this one.
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52 people found this helpful

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SD
3.0 out of 5 starsI FEEL LIKE THE VICTIM OF A CONFIDENCE GAME
Reviewed in the United States on December 4, 2019
Sorry, but this book wasn't for me. It was way too heavy on quoted studies, too light on examples, and full of promises of interesting cases to come, which somehow never came - at least not before I threw in the towel and stopped reading. I consumed a couple hundred pages and became increasingly convinced the author was running a scam on me. She gets three stars only because she obviously put quite a bit of effort into the book. Too many promises, too much snooze.
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17 people found this helpful

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From the United States

Fred ForbesTop Contributor: Photography
4.0 out of 5 stars Too true.
Reviewed in the United States on September 25, 2020
Verified Purchase
I got into this book for a fairly sad reason. A dear friend recently passed away. He had been suffering from heart and pulmonary issues as well as diabetes. Retired, well educated professional living alone. The attorney handling estate issues told me that my friend had been scammed. From the local bank account representing his emergency reserves he had sent $25k to a Western Union address, another $25k in gift cards. The autopsy showed he died from an overdose of his medications. (Note the police declined to follow-up other than checking the Western Union address and determining no information was available regarding who picked up the funds.)

Why, I wondered would someone this intelligent fall for this type of scam? This question led me to Maria's book which she answers quite well. Seems no one, no matter how educated, intelligent or careful is immune to the well executed con. She delves into the structure of the con, the stages involved, why they work or don't and why those scammed often continue to believe the con was legitimate.

Also includes some of the more interesting historical scams such as Ponzi, Madoff, etc. The book was well written enough that I have moved off to her examination of the world of professional poker. If cons are an area of interest for you, hard to beat this one.
52 people found this helpful
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CHays
4.0 out of 5 stars "Rationality, and its departure"
Reviewed in the United States on April 21, 2017
Verified Purchase
Konnikov, aside from having the PERFECT name to tackle this topic, is a talented writer. She is conversational without being too present (in that creepy, uncle-at-your-bedroom-window kind of way) and knowledgeable about the history of cons and cognitive science behind how they work and why we fall for them. She tackles the fascinating subject with the perfect blend of engaging writing, rigorous research and guilty appreciation for con men (and they are almost all men, apparently) and their devious trade.

She uses plenty of historic examples of memorable and lucrative cons, as well as some painfully recent examples (Madoff, for example), strategically stretching them out across chapters to make this a borderline page-turner, as I always wanted to find out how badly the marks would be taken and if the cons ever got their comeuppance. I also appreciated the thought that went into the overall structure (the sure sign of a writer who understand the psychology of storytelling), organizing the chapters around the components of a big con — the put-up, the rope, the send, etc. — which is a great way to seed the lingo and reinforce just how complicated a con is and just how much they rely on instinctive (or learned) understanding of deep psychological concepts.

Cons can only work because we humans are, mostly, wired to trust. “We are so bad at spotting deception because it’s better for us to more trusting. Trust, and not adeptness at spotting deception is the most beneficial path.” For such social, collaborative creatures, trust is vitally important to work together. And cons take advantage of that.

Cons, it seems, are wired a little differently than most, often scoring high on the “dark triad” of personality traits: narcissism, Machiavellianism and psychopathy. That leaves them self-interested and joyously amoral. Luckily, evolution has seen to it that those who possess those and other maladaptive traits ever only exist in relatively small numbers, or else risk dragging the whole species down into oblivion. “Calculated nonchalance [regarding moral imperatives] is only an adaptive strategy when it’s a minority one.” Otherwise, we’d all be so busy fleecing each other and exacting revenge, the human race might just flicker out.

So, along with exploitable trust, add in greed, an overwhelming desire to feel special and a few other psychological traits like “egocentric anchoring” (“We assume that other know what we know, believe what we believe, and like what we like.”) and “the mere exposure effect” (familiarity breeds affection), and the stage is set for being suckered.

The part that resonated the most with me is how victims of cons often fall for a scam because of a shared predilection of all humans — our love of stories. Our brains are wired to receive information in story form, and cons are really just an elaborate, and expensive, form of story-telling that puts the victim in the center of a new and interesting universe where it makes perfect sense that they can get money for nothing or that they are of the blood line of an ancient religious order and must liquidate their resources to go on the run. It’s exciting! People want to feel special, and stories about them are the best ways to make that happen, lowering defenses and loosening purse strings in the process.

And we especially love a good story that resonates with our core beliefs. “Why form accurate judgments when the inaccurate one make our life far more pleasant and easy?” Easy because we don’t have to challenge our long held assumptions (such as the fact that we really are special). The comforting story soothes away the cognitive dissonance because, “when a fact is plausible, we still need to test it. When a story is plausible, we often assume it’s true.”

And cons often invoke “information priming” which exploits “the ease that comes from familiarity. Mention something in passing, and when you elaborate on it later – especially if it’s a few days later – it seems that much more convincing. It’s a phenomenon known as the illusion of truth: we are more likely to think something is true if it feels familiar.”

And that goes double if that something has emotional appeal. “Our emotional reactions are often our first. They are made naturally and instinctively, before we perform any sort of evidence-based evaluation.” In other words, “Con men … are likewise expert at rapidly involving greed, pity and other emotions that can eclipse deliberation and produce an override of normal behavioral restraints.”

Equal parts journalism and psychology, the end result is a riveting look at what it takes to convince people to, against all their better instincts, act against their own self-interest.
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R. J. Richards
4.0 out of 5 stars The Psychology of the Con and Why We Fall for It Every Time by Maria Konnikova I would especially recommend this book to people
Reviewed in the United States on July 29, 2016
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The Confidence Game: The Psychology of the Con and Why We Fall for It Every Time by Maria Konnikova
I would especially recommend this book to people who think they are too smart to be taken by a confidence trickster. If this book tells us anything, it is that regardless of social status or level of education, a person can willingly become a victim of a confidence game. Human beings seem to have inbuilt psychological vulnerabilities. Con artists are people with a highly developed capacity to spot these vulnerabilities and exploit then, usually for personal gain. Konnikova moves easily from case studies to psychological theory, building a picture of the dynamics in the relationship between the ‘con-er’ and the conned. She ranges across the entire spectrum of fraudulent behaviour. In so many instances, it is remarkable to find how some victims are so willing to ignore the warning signs that they are victims of a scam. Even more remarkable are some cases where victims refuse to believe the perpetrators are guilty. An important lesson to draw from this book is just how vulnerable people are to being taken for a ride. The con artist exists in many fields, and not just to defraud people of money or their possession. Those who recruit terrorists for suicide missions for example -exploiting religious and personal vulnerabilities- are players in the confidence game.
29/08/2016
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CW
4.0 out of 5 stars Have Confidence in this book!
Reviewed in the United States on May 27, 2016
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Interesting read with lots of examples on how con artists set up the mark and use their own desires (greed all the way through altruism) to make them blind to the fact that they are the mark. Similar to how a judo master will use their opponents weight as a weapon against them. The author gives religious cults as examples of cons for the same reasons (and I think by extension all religion fall under the auspices of a con). I wish she would have gone down that road a little further.

I have been the victim of a few minor cons in my life so I can completely agree with her assessment of how people usually react after they hear the truth (denial ain't just a river in Egypt).
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Patrick Cleary
4.0 out of 5 stars Great Info, Spread Thin
Reviewed in the United States on September 3, 2019
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Con games, con men, cults and swindles...we are all at risk of falling for them, and this book covers why. With some great insight into the research of lying, belief, and faith, I learned a lot about how we are taken advantage of. However, many fascinating stories about con games and cults and schemes that are barely outlined in this book could have been whittled down to fewer examples in more depth. As it stands, this read like a more enjoyable textbook than anything else.
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Dhandforth
4.0 out of 5 stars Well written, if a little formulaic
Reviewed in the United States on July 27, 2020
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This is a competently written description of why and what sort of people get fleeced. The book creates a template to categorize great cons. And it mixes academic studies to illustrate truths about human beliefs. These explanations are the best part of the book.
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Alux Interior
4.0 out of 5 stars Excellent read!
Reviewed in the United States on December 23, 2016
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After reading this book I've cone to realize that there is a little bit of the Con and a lot of the Mark in each of us. As you read, look back on your life and see if any of this applies to you. I hope I'm not the only one! Very well written, and I love how this female author uses "she" rather than "he", when she writes. I'm sure she's not the first to do this, but it made me realize how "male" Western society is! I definitely recommend this book to every citizen . Of the earth, for you may be the next victim of the con!
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Roberta
4.0 out of 5 stars Good Info
Reviewed in the United States on May 10, 2021
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Didn't take long to finish this book. Found it interesting but would have appreciated more details. Some of the situations in the book I had already seen on TV so it was good to get just a touch more details on the subject.
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Lady Max
4.0 out of 5 stars an easy read and fun examples for people who enjoy books ...
Reviewed in the United States on August 26, 2016
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an easy read and fun examples for people who enjoy books like The Power of Habit and The Tipping Point. She's a good writer and has some interesting insights. Sometimes the conclusions "stretch" the evidence to create a point of view, but since this isn't an academic or scholarly work, it seemed legitimate to do so in light of making a readable premise credible and consistent.
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Michelle Schacherer
4.0 out of 5 stars Great book with stories to illustrate the psychological phenomena!
Reviewed in the United States on May 6, 2019
Verified Purchase
This is a great book if you’re into psychology or any of its similar fields. It shows with true stories what techniques the con artists are doing and how to not fall for them!
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