Pre-suasion: How To Influence With Integrity With Robert Cialdini

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Episode Summary

Professor Robert Cialdini has spent his entire career researching the science of influence. This has earned him an international reputation as an expert in the fields of persuasion, compliance, and negotiation. On this week’s episode, Robert discusses how to enlist the support of your senior managers prior to making an important presentation, how companies can boost their sales productivity by up to 60%, and what we can learn from Warren Buffett on communication.

Pre-suasion: How To Influence With Integrity

Robert Cialdini Pre-suasion

Pre-suasion: How To Influence With Integrity With Robert Cialdini

Pre-suasion: How to Influence With Integrity

This is Mark Bidwell, welcome back to the Innovation Ecosystem. With me today is Professor Robert Cialdini, who is a world-wide expert in field research on the psychology of influence. He’s a New York Times best-selling author whose books including Influence have sold more than 3 million copies in 33 languages. Welcome to the show Bob.

Well thank you Mark, I’m glad to be with you and your followers.

I first came across you, I remember it must have been close on 20 years ago, listening to you being interviewed by Tony Robbins on, I think it was Power Talk, talking about your first book, Influence, which I read, I absorbed, I actually used it to launch a blockbuster product when I was working in Syngenta several years ago. Then most recently I heard Charlie Munger, Vice Chairman of Berkshire Hathaway, recommend your book at the Berkshire Hathaway annual general meeting. So it’s really a great pleasure to have you on the show.

Well, I’m looking forward to the chance to exchange views with you.

If we can just start with the first book, Influence, and in it you outlined six principles, enduring principles that influence, I’m curious, perhaps maybe you could remind the audience if they haven’t read the book, and I’m sure they will after this, what the six principles are, and then since then, how has your thinking evolved around those six principles? Has anything become more prevalent in society? Anything dropped away of those six principles?

By Innovative Ecosystem, read the full article here.

The author of the legendary bestseller Influence, social psychologist Robert Cialdini shines a light on effective persuasion and reveals that the secret doesn’t lie in the message itself, but in the key moment before that message is delivered.

What separates effective communicators from truly successful persuaders? Using the same combination of rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to capitalize on the essential window of time before you deliver an important message. This “privileged moment for change” prepares people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.”

His first solo work in over thirty years, Cialdini’s Pre-Suasion draws on his extensive experience as the most cited social psychologist of our time and explains the techniques a person should implement to become a master persuader. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary, says Cialdini—all that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action.

From studies on advertising imagery to treating opiate addiction, from the annual letters of Berkshire Hathaway to the annals of history, Cialdini draws on an array of studies and narratives to outline the specific techniques you can use on online marketing campaigns and even effective wartime propaganda. He illustrates how the artful diversion of attention leads to successful pre-suasion and gets your targeted audience primed and ready to say, “Yes.”

Pre-suasion: How To Influence With Integrity