The Power of Unity: Robert Cialdini Expands His Best Selling Book Influence [Republish]
Behavioral Grooves Podcast
The Sweet Spot of Persuasion
Thereis a sweet spot range of stars that produces the greatest conversions from prospect to purchaser on line. It is between four point two an four point seven. Below four point two, people start wondering about the competence and the features and the qualities of what you're offering. Above four point seven, they start wondering about trustworthiness of the information.
The GodFather of Influence, Robert Cialdini joins us on Behavioral Grooves to share his motivation for expanding his bestselling book Influence: The Psychology of Persuasion which now includes a completely new Seventh Principle of Influence: Unity. This additional principle can help explain our political loyalties, vaccine hesitancy and why media headlines can be so inflammatory.
Another motivation for the revised edition to the book is to include more application to the Principles of Influence. So our conversation highlights some of Bob’s advice for start-up businesses and how they can harness the principle of Social Proof. And as general advice, Bob recounts how he recently advised a teenager to be generous to others – this in turn stimulates the Rule of Reciprocity, nurturing a relationship which is mutually beneficial.
No episode of Behavioral Grooves would be complete without discussing music, even with guests we’ve interviewed before! But the theme of unity has a special significance with music and Bob highlights how music and dance bring people together and help them feel unified. Plus we get an interesting story of an experiment in France, and how a guitar case played a crucial part in one man’s luck.
We hope you enjoy our discussion with The Godfather of Influence, Robert Cialdini. Since we generously share our great content with you, perhaps you feel influenced by the Rule of Reciprocity and will become a Behavioral Grooves Patreon Member!
[This episode was originally published in May 2021 and you can also listen to our first interview with Robert Cialdini in Episode 50].
© 2022 Behavioral Grooves
Topics we Discuss on Influence with Robert Cialdini(3:55) Speed round
(6:50) Ideal number of stars on your online review
(9:00) Why Cialdini wrote a new edition of Influence
(12:13) The new Seventh Principle: Unity
(15:10) How to harness social proof as a start-up
(20:02) A new color of lies
(22:22) Principle of Unity with politics
(24:42) Tribalism and vaccine hesitancy
(28:35) Why Trump getting vaccinated hasn’t influenced his voters
(30:50) How framing of media headlines influences our perception of the news
(33:24) The Petrified Forest Wood Principle
(36:56) Where will the next generation of research go with Cialdini’s work?
(40:52) What advice would Cialdini give your teenager?
(48:23) Music and influence
(53:05) Grooving session
Robert Cialdini’s BooksInfluence, New and Expanded: The Psychology of Persuasion https://amzn.to/3tyCpZ6
Pre-Suasion: A Revolutionary Way to Influence and Persuade https://amzn.to/3eGdyOW
Links
Episode 50: Robert Cialdini, PhD: Littering, Egoism and Aretha Franklin: https://behavioralgrooves.com/episode/robert-cialdini-phd-littering-egoism-and-aretha-franklin/
Increase Your Influence: https://www.influenceatwork.com/
Godfather 2 Movie: https://en.wikipedia.org/wiki/The_Godfather_Part_II
Richard Thaler: https://en.wikipedia.org/wiki/Richard_Thaler
Daniel Kahneman: https://en.wikipedia.org/wiki/Daniel_Kahneman
Episode 222: How Delusions Can Actually Be Useful: Shankar Vedantam Reveals How: https://behavioralgrooves.com/episode/shankar-vedantam-useful-delusions/
Donald Trump vaccine: https://www.forbes.com/sites/jackbrewster/2021/04/20/trump-i-dont-know-why-republicans-are-vaccine-hesitant-again-floats-pfizer-conspiracy-theory/
Mike Pence: https://www.nbcnews.com/politics/white-house/pence-set-receive-covid-vaccine-televised-appearance-n1251655
Petrified Forest Wood Principle: https://www.psychologytoday.com/gb/blog/the-shaping-us/201909/the-petrified-wood-principle
Stanley Schachter: https://en.wikipedia.org/wiki/Stanley_Schachter
Jerome Singer: https://en.wikipedia.org/wiki/Jerome_E._Singer
Episode 220: How Do You Become Influential? Jon Levy Reveals His Surprising Secrets: https://behavioralgrooves.com/episode/how-to-be-influential-jon-levy/
The psychology of misinformation: Why it’s so hard to correct: https://firstdraftnews.org/latest/the-psychology-of-misinformation-why-its-so-hard-to-correct/
How to combat fake news and misinformation: https://www.brookings.edu/research/how-to-combat-fake-news-and-disinformation/
Teaching skills to combat fake news and misinformation: https://www.washington.edu/trends/teaching-skills-to-combat-fake-news-and-misinformation/
Episode 102: Cristina Bicchieri: Social Norms are Bundles of Expectations: https://behavioralgrooves.com/episode/cristina-bicchieri-social-norms-are-bundles-of-expectations/
Episode 214: Observing the Non-Obvious: How to Spot Trends Around You with Rohit Bhargava: https://behavioralgrooves.com/episode/the-non-obvious-rohit-bhargava/
Behavioral Grooves Patreon: https://www.patreon.com/behavioralgrooves
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