Why people are not as gullible as we think Not Born Yesterday explains how we decide who we can trust and what we should believe-and argues that we're pretty good at making these decisions. In this lively and provocative book, Hugo Mercier demonstrates how virtually all attempts at mass persuasion-whether by religious leaders, politicians, or advertisers-fail miserably. Drawing on recent findings from political science and other fields ranging from history to anthropology, Mercier shows that the narrative of widespread gullibility, in which a credulous public is easily misled by demagogues and charlatans, is simply wrong. Why is mass persuasion so difficult? Mercier uses the latest findings from experimental psychology to show how each of us is endowed with sophisticated cognitive mechanisms of open vigilance. Computing a variety of cues, these mechanisms enable us to be on guard against harmful beliefs, while being open enough to change our minds when presented with the right evidence. Even failures-when we accept false confessions, spread wild rumors, or fall for quack medicine-are better explained as bugs in otherwise well-functioning cognitive mechanisms than as symptoms of general gullibility. Not Born Yesterday shows how we filter the flow of information that surrounds us, argues that we do it well, and explains how we can do it better still.

Why people are not as gullible as we think Not Born Yesterday explains how we decide who we can trust and what we should believe-and argues that we're pretty good at making these decisions. In this lively and provocative book, Hugo Mercier demonstrates how virtually all attempts at mass persuasion-whether by religious leaders, politicians, or advertisers-fail miserably. Drawing on recent findings from political science and other fields ranging from history to anthropology, Mercier shows that the narrative of widespread gullibility, in which a credulous public is easily misled by demagogues and charlatans, is simply wrong. Why is mass persuasion so difficult? Mercier uses the latest findings from experimental psychology to show how each of us is endowed with sophisticated cognitive mechanisms of open vigilance. Computing a variety of cues, these mechanisms enable us to be on guard against harmful beliefs, while being open enough to change our minds when presented with the right evidence. Even failures-when we accept false confessions, spread wild rumors, or fall for quack medicine-are better explained as bugs in otherwise well-functioning cognitive mechanisms than as symptoms of general gullibility. Not Born Yesterday shows how we filter the flow of information that surrounds us, argues that we do it well, and explains how we can do it better still.

If reason is what makes us human, then why do we humans often behave so irrationally? Taking us from desert ants to Aristotle, cognitive psychologists Hugo Mercier and Dan Sperber explore how our 'flawed superpower' of reason works, how it doesn't, and how it evolved to help us develop as social beings. 'Original and provocative ... likely to have a big impact on our understanding of ourselves' Steven Pinker 'Brilliant, elegant and compelling ... turns reason's weaknesses into strengths, arguing that its supposed flaws are actually design features that work remarkably well ... A timely and necessary book' Julian Baggini, Financial Times 'Hugo Mercier and Dan Sperber have solved one of the most important and longstanding puzzles in psychology' Jonathan Haidt 'Reason is more likely to confirm things that we want to be true, or which we already believe. So why does it exist? This book provides the answer' Alex Dean, Prospect