Robert Cialdini, a leading expert in influence and author of bestselling books on persuasion, shares fascinating insights on the psychology of getting people to say “Yes.” He discusses seven principles of ethical persuasion, emphasizing the power of reciprocity and the importance of genuine relationships. Cialdini illustrates how comparisons between authority and expertise shape our trust and decisions. He also dives into how scarcity can trigger urgency, revealing how personal connections can enhance persuasive efforts in both life and business.
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question_answer ANECDOTE
Balloon Study
In a study, families given a balloon upon entering McDonald's bought 25% more food than those given a balloon upon leaving.
Giving a gift first, rather than as a reward, triggers the reciprocity principle.
volunteer_activism ADVICE
Give First
Give value first, even before a request, to trigger reciprocation.
Share helpful information or resources, not just sales pitches, to build goodwill.
volunteer_activism ADVICE
Defending Against Reciprocation
Reframe exploitative gifts as tricks to neutralize their power.
If someone uses a gift to manipulate you, reject the manipulation and keep the gift.
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In this highly acclaimed book, Dr. Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically. The book outlines six universal principles of influence: Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, and Scarcity. The new and expanded edition includes a seventh principle, Unity, along with new research, insights, and examples. Cialdini uses memorable stories and relatable examples to make the subject accessible and easy to understand, helping readers become more skilled persuaders and defend themselves against unethical influence attempts.
What are the best strategies to get people to say “Yes” to your requests in life? Acclaimed psychologist Robert Cialdini dives deep into the seven small things that make a huge impact in influencing others, as well as the difference between being influenced and being manipulated into making decisions. What are the tactics, how do they work, and how do we defend against them? This episode is jam-packed with practical advice that will make you more persuasive in life.
Known colloquially as “The Godfather of Influence,” Cialdini is a foundational expert in the science of influence and how to apply it ethically in business. His books, including Influence: Psychology of Persuasion and Pre-Suasion, have sold more than 7 million copies in 44 different languages, and he is the Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
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