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Honest Signals: How They Shape Our World (Bradford Books) | 
 enlarge | Author: Alex (sandy) Pentland
Publisher: The MIT Press
Category: Book
List Price: $22.95
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Rating:  5 reviews
Sales Rank: 26979
Media: Hardcover
Number Of Items: 1
Pages: 192
Shipping Weight (lbs): 0.8
Dimensions (in): 8.4 x 5.2 x 1.1
ISBN: 0262162563
Dewey Decimal Number: 302.12
EAN: 9780262162562
ASIN: 0262162563
Publication Date: October 31, 2008
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Product Description
How can you know when someone is bluffing? Paying attention? Genuinely interested? The answer, writes Sandy Pentland in Honest Signals, is that subtle patterns in how we interact with other people reveal our attitudes toward them. These unconscious social signals are not just a back channel or a complement to our conscious language; they form a separate communication network. Biologically based "honest signaling," evolved from ancient primate signaling mechanisms, offers an unmatched window into our intentions, goals, and values. If we understand this ancient channel of communication, Pentland claims, we can accurately predict the outcomes of situations ranging from job interviews to first dates.
Pentland, an MIT professor, has used a specially designed digital sensor worn like an ID badge?a "sociometer"?to monitor and analyze the back-and-forth patterns of signaling among groups of people. He and his researchers found that this second channel of communication, revolving not around words but around social relations, profoundly influences major decisions in our lives?even though we are largely unaware of it. Pentland presents the scientific background necessary for understanding this form of communication, applies it to examples of group behavior in real organizations, and shows how by "reading" our social networks we can become more successful at pitching an idea, getting a job, or closing a deal. Using this "network intelligence" theory of social signaling, Pentland describes how we can harness the intelligence of our social network to become better managers, workers, and communicators.
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| Customer Reviews:
 Idiots and Gossip (Plus Other Tales from the Sociometer) January 4, 2009
Idiots and gossip represent the biggest danger to idea markets and networked intelligence says MIT Media Lab Professor Alex Pentland in his findings, "Honest Signals." Of particular note is that in large groups behavioral dynamics can cause for less than stellar results via bad ideas introduced (idiots) and shared sources that repeat the same information over and over again (gossip). Anyone who has questioned the 2.0 echo chamber or wisdom of crowds can identify with these issues, yet Pentland demonstrates networked intelligence is superior to the individuals.
Honest Signals reveals findings from a new technology called the Sociometer that measure human behavior, including overwhelming proof that humans do not make rational, logical decisions, instead opting for a base networked form of primal signaling amongst ourselves. This empirical evidence proves collaborative use of body language and other signals are more important in communications and decision making than theories of messaging and big man management. Further the findings bulwark the collaborative trends we are seeing in the social web, which brings us back to idiots and gossip.
Anyone who has participated in Twitter or a highly engaged wiki environment can see this networked intelligence at work. And often the wisdom of the crowd can go astray in a bit of a frenzy or simply put, bad group-think. So the question becomes how to improve idea markets for better collaboration, performance and use, an activity the Media Lab, Intel and Hewlett-Packard are all actively trying to solve.
The idiot factor -- introduction of bad ideas -- can easily be weeded out by performance. Someone who cannot deliver good intellectual capital simply loses credibility (idiot image by Geoff Greene).
The gossip factor seems to be much tougher. While "me, too" may count as approval, the sociological problem lies in a variety of societal pressures (cliques, etc.) and subjective mental quirks. One idea spread across many is not many ideas, rather it's still only one alternative and its popularity may be temporal.
For those who lament the echo chamber, we have to be discerning in large distributed environments and community idea markets like the blogosphere and Twitter, respectively. It's important to source ideas and understand which ones come from independent sources and which ones are simply, "me, too" theories.
A couple of tips from Honest Thinking include 1) tight social groups rarely have multiple unique ideas and 2) make sure you use different sources of information than some other friends/acquaintances in the echo chamber. Number two is something I manage diligently in my Google Reader, quickly purging blogs which start miming other voices. You'd be surprised how many top bloggers actually present "unique" posts that in actuality seem to trailing other lesser known, more original thinkers.
Other Findings
Perhaps more relevant for the general communicator are the base sociometer findings, "that a great deal of human behavior is either automatic or determined by unconscious processes." Many, many people in sales and marketing subscribe (including me) to what can be called a emotional sentimentality to decision making. But there's never been a science to it, instead positioning, messaging theories, sales training or "positivity" memes.
Ever walk out of a meeting where you picked up on a piece of information conveyed to the group that was crucial for a decision, but that teammates missed? These "sales skills" or what others have even called voodoo actually demonstrate a sensitivity to the honest signals people are conveying, according to the sociometer's findings.
"If we think about expert poker players again, we see that they are good at recognizing what patterns of play are unfolding, as well as predicting how likely future draws of cards are favorable." - Alex Pentland.
These signals translate across one-on-one meetings, workgroups, and friend circles all the way to large enterprises. Consequentially, great decision making really represents an unconscious ability to digest and extrapolate the signals across diverse groups of people and situations. The "decision maker" is simply tapping the broader experience of the whole rather than sitting atop an ivory tower.
Honest signals also impact our use of communication toolsets and technologies. Pentland argues many of our tools have yet to be designed for the trues signaling we engage in as human beings, and that hopefully in the future, they will evolve to better harness our idea markets and networked intelligence.
This book is simply fascinating. I could (and may) blog quite a bit more on it. I highly suggest any business leader or communicator who wants bleeding edge intelligence read this book.
 Abstract signals November 30, 2008
3 out of 3 found this review helpful
I had seen good reviews of this book and was expecting something better. It struck me as being too abstract. It might have been better to merge the main text with the annexes so that more concrete connections could have been made - and some more details of the concrete examples would also have helped.
A quantification solution for management practitioners October 31, 2008
2 out of 4 found this review helpful
Dr. Pentland's research and the use of "sociometer" will offer a way to perform a quantitative analysis on data that till now was purely a "black art". For example, market researchers can use a sociometer to add a dimension of validity to answers given by interviewees. The potential of new applications using the sociometer can be a ground breaking tool for management consultants, trainers and auditors.
Beyond "Pop Science" September 11, 2008
9 out of 10 found this review helpful
This book goes through the most recent (about last 5 years) research of Prof. Pentland's group in the MIT Media Lab. It's a quick but extremely engaging read, and in contrast to other pop science books like Freakanomics and Predictably Irrational (both of which are interesting reads), Honest Signals has the scientific details of the experiments that it talks about, in the form of a thorough 50-page appendix. For anyone interested in how sensing technology will change business and the sciences or who's interested in learning how people actually interact with each other, this is a must read.
sharpening stones, walking on coals September 10, 2008
8 out of 11 found this review helpful
Business management has been ruled by mysticism and superstition for a long time. That ends now. Take a breathless ride with 'Sandy' on a whirlwind tour of the future of social engineering. He introduces new tools and methods that are bringing the stunning power of data-rich, observational science to bear on the heart of human endeavor: the search for influence, money, and a mate. The nerds have finally broken the code... and humanity may never be the same again.
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