This book provides a comprehensive guide to influence at work, explaining the psychology behind why people say 'yes' and how to apply these understandings to command attention, connect with others, win over skeptics, sway the undecided, and motivate people to act. It introduces the 'Influence Equation', which combines Evidence, Economics, and Emotions to develop a successful influence strategy. The book is practical, evidence-based, and ethically sound, making it an essential read for leaders, managers, and anyone looking to increase their impact at work.
This book reveals 50 simple but remarkably effective strategies to become more persuasive, based on more than 60 years of research into the psychology of persuasion. It shows how small changes in approach can make a significant difference in persuasive powers, both at work and at home. The book is co-written by Robert Cialdini, the world's most quoted expert on influence, and features insights that can be applied immediately to improve effectiveness in persuasion.
In this episode of The Brainy Business podcast, Melina Palmer is joined by Steve Martin, the acclaimed author of Influence at Work and a leading expert in the psychology of persuasion. Steve is known for his collaboration with Robert Cialdini and his extensive work in applying influence and persuasion science to business and public policy.
Steve shares insights into his influence equation, a framework designed to simplify the complex nature of influence by integrating evidence, economics, and emotion. The conversation explores the transformational potential of influence beyond mere transactional interactions, emphasizing its role in organizational and global change. Steve also highlights the importance of context in determining the balance of these elements and shares practical examples from his research and experiences.
In this episode:
- Explore the influence equation and learn how to apply it for transformational change.
- Understand the role of reciprocity in building relationships and networks.
- Discover strategies for influencing large organizations towards consumer-centric approaches.
- Gain insights from Steve's most frequently asked questions on influence.
- Learn about the importance of context in crafting successful influence strategies.
Show Notes:
00:00:00 - Introduction Melina Palmer introduces Steve Martin and his work in influence and persuasion.
00:04:12 - Steve's Background Steve discusses his journey and collaboration with Robert Cialdini.
00:10:30 - Influence Equation Introduction to the influence equation and its components: evidence, economics, and emotion.
00:20:45 - Reciprocity and Relationships The role of reciprocity in influence and relationship-building.
00:30:12 - Transformational Change Strategies for influencing large organizations towards consumer-centric approaches.
00:40:50 - Top 10 Influence Questions Steve shares his answers to frequently asked questions about influence.
00:50:35 - Conclusion What stuck with you while listening to the episode? What are you going to try? Come share it with Melina on social media -- you'll find her as @thebrainybiz everywhere and as Melina Palmer on LinkedIn.
Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.
I hope you love everything recommended via The Brainy Business! Everything was independently reviewed and selected by me, Melina Palmer. So you know, as an Amazon Associate I earn from qualifying purchases. That means if you decide to shop from the links on this page (via Amazon or others), The Brainy Business may collect a share of sales or other compensation. Let’s connect:
Connect with Steve:
Learn and Support The Brainy Business:
Check out and get your copies of Melina’s Books.
Get the Books Mentioned on (or related to) this Episode:
Top Recommended Next Episode: Robert Cialdini Interview (ep 312)
Already Heard That One? Try These:
Other Important Links:
Brainy Bites - Melina’s LinkedIn Newsletter
The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics 
