Robert Cialdini is known globally as the foundational expert in the science of influence. His Six Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing its influence. His research is focused on uncovering why people say “yes” to certain requests and how to apply these findings ethically in the business world.
In this episode, Robert and Hala discuss how to become a skilled persuader and why that matters in business. Robert breaks down the tactics to recognize when we are being influenced so we can defend ourselves against it and make the best decisions for ourselves. They also discuss Robert’s 7 universal principles of persuasion: reciprocity, liking, unity, social proof, authority, consistency, and scarcity.
- How small changes in language can have big impacts on behavior
- The ethics of persuasion
- Why humans require mental shortcuts
- The power of reciprocity
- Why we shouldn’t downplay our favors
- How kindness can help us retain employees
- Rejection-then-Retreat Method
- How to use the Liking Principle
- The Joe Gerard Sales Method
- Why Social Proofing reduces uncertainty
- How to be perceived as an authority figure
- Difference between being in authority and an authority
- How can we use the scarcity principle in business?
- The importance of appearing consistent
- And other topics…
Robert Cialdini is a Wall Street Journal and New York Times best-selling author, speaker, professor, and social psychologist who specializes in the science of influence. He has authored several books, and his latest book, Influence, is a new and expanded version of his classic international bestseller, which has been translated in over 30 languages and has sold over 5 million copies. As a keynote speaker, Dr. Cialdini has earned a worldwide reputation for his ability to translate science into valuable and practical actions. His on-stage stories are described as dramatic and indelible. Because of all of this, he is frequently regarded as “The Godfather of Influence”.