robert cialdini

Want to change someone’s mind? First, explains Robert Cialdini, you have to change their framing.

For Cialdini, the Regent's Professor Emeritus of Psychology and Marketing at Arizona State University, persuasion begins before we even deliver our pitch or presentation. Through what he calls “pre-suasion,” communicators can prime audiences to receive messages in a specific way, simply by drawing their attention in specific directions. 

“It involves focusing people on—putting them in mind of—those motivators before they encounter [them] in the communicator’s message,” Cialdini says, “bringing people’s focus of attention onto something that is nested in the message…before that message is delivered, so they have been readied for the concept.”

In this episode, Matt Abrahams and Cialdini talk about the motivating power of FOMO, getting better advice from others, and how your next wine purchase could be influenced by what music is playing in the shop.

Think Fast, Talk Smart is a podcast produced by Stanford Graduate School of Business. Each episode provides concrete, easy-to-implement tools and techniques to help you hone and enhance your communication skills.

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What are the best strategies to get people to say “Yes” to your requests in life? Acclaimed psychologist Robert Cialdini dives deep into the seven small things that make a huge impact in influencing others, as well as the difference between being influenced and being manipulated into making decisions. What are the tactics, how do they work, and how do we defend against them? This episode is jam-packed with practical advice that will make you more persuasive in life.

Known colloquially as “The Godfather of Influence,” Cialdini is a foundational expert in the science of influence and how to apply it ethically in business. His books, including Influence: Psychology of Persuasion and Pre-Suasion, have sold more than 7 million copies in 44 different languages, and he is the Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. 

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Robert Cialdini (@RobertCialdini) is widely regarded as the “Godfather of influence” for his groundbreaking work in ethical persuasion. An update of his bestseller that started it all, Influence, New and Expanded: The Psychology of Persuasion, is out now.

What We Discuss with Robert Cialdini:

• Cialdini’s Universal Principles of Influence that turn you into an unstoppable persuasion machine (and allow you to defend yourself against the unethical influence of others).
• Why it’s a bad idea to accept a gift or favor from someone we don’t like or trust, and how we can reject such a gift or favor gracefully.
• How to become more likable (without being a smarmy weirdo about it).
• Why social proof is powerful for positive and negative outcomes and how we can leverage this.
• The most ideal time to disclose a negative for maximum damage control.
• And much more...

Full show notes and resources can be found here: jordanharbinger.com/507

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