Frame Raises Around Avoiding Organizational Losses

Episode 167: Robert Cialdini - The Godfather of Influence

Harvard Business Review lists Dr. Cialdini's research in "Breakthrough Ideas for Today's Business Agenda." Influence has been listed on the "New York Times Business Best Seller List." Fortune Magazine lists Influence in their "75 Smartest Business Books."CEO Read lists Influence in their "100 Best Business Books of All Time."

Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

His books including, Influence: Science & Practice, are the result of decades of peer-reviewed research on why people comply with requests.Influence has sold over 3 million copies, is a New York Times Bestseller and has been published in over 30 languages. His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.

Because of the world-wide recognition of Dr. Cialdini's cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the "Godfather of influence."

Episode 167: Robert Cialdini - The Godfather of Influence

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The Learning Leader Show

"Give people a reputation to live up to."

In This Episode, You Will Learn:

• Empathy is one of the most important characteristics of a great leader (Warren Buffett & Charlie Munger)
• A 20 year gap in books written... Why? Dr. Cialdini wanted to have sufficient research for Pre-Suasion
• How the process of "Pre-Suading" happens -- A story shared
• Story of a business partner who screwed up -- How he primed him by saying "I hate when this happens to nice guys like you"
• When you receive a job offer, ask for advice from your mentors -- Their response might surprise you
• When you ask for advice, you develop a partnership and you collaborate. That person becomes part of your and your success
• The proper way to start every interview (when you are being interviewed): "I would like for you to answer a couple questions for me before we start... Why did you want me here? Why am I great for this role?" This will prime the interviewer to share positives about you. They will work to prove themselves right (about what they said of you) throughout the rest of the interview.
• The art of priming -- People want to prove themselves right
• How to get a raise or a promotion? When people are uncertain or fear they will lose you (assuming you provide value), they likely fear losses more than achieving gains. It benefits the organization to hold on to (and it's cheaper) great talent.
• Reciprocity - Why should a man give flowers at the beginning of a date?
• Unity - Donald Trump claims to be an outsider -- "We're in this together as outsiders. We are the same group." It resonates with people and creates unity.
• The Beijing Restaurant experiment
• The profession of selling -- The new way of thinking: How to create trust = Start with a weakness of your product. Warren Buffett does this better than anyone
• Great leaders need to be effective inside an organization
• Learnt the power of asking for advice

"We are in this together. We are of the same group."

Continue Learning:

• Read Dr. Cialdini's classic book: Influence: The Psychology of Persuasion
• Read Dr. Cialdini's newest book: Pre-Suasion
• Follow Bob on Twitter: @RobertCialdini
• To Follow Me on Twitter: @RyanHawk12

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If you enjoyed hearing Dr. Robert Cialdini on the show, please don't hesitate to send me a note on Twitter or email me.

Episode edited by the great J Scott Donnell

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