Do You Like People That Like You?

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If you see big phenomenon, a big effect in human behavior, it's usually caused by more than one factor. And this is why i'm a big proponent of field research where we do experiments in naturally occurring settings. We like people that like us, ok? We like people who like us. No one would be surprised that that's the case. But there are a couple of interesting features of the research literature on liking,. or a general attraction for a communicator and willingness to say yes to that person.

In this dialogue, based on the new edition of his highly acclaimed bestseller (over 5 million copies sold in over 40 languages), Robert Cialdini — New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion — explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Shermer and Cialdini discuss: Cialdini’s Universal Principles of Influence and 7 Principles of Persuasion, pluralistic ignorance, free will/determinism, cults, conformity, #BLM, #metoo, antiracism, social justice, and human rights. How rational are humans? Do we default to truth and naturally believe what people tell us? Are we natural-born skeptics or natural-born sheep?