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.
This book is an autobiography by Estée Lauder, the founder of the Estée Lauder Companies. It recounts her early life, her encounter with her uncle who taught her how to make skin products, and her subsequent journey in building a cosmetics business. The book covers her business triumphs, high society interactions, and the challenges she faced in expanding her company both domestically and internationally. It also highlights her innovative marketing techniques, such as intentionally spilling perfume at Harrods to gain customer attention. The autobiography is a mix of personal reminiscence, business insights, and the tension between her career and family life.
In 'Clear Thinking', Shane Parrish provides a comprehensive manual for improving decision-making and personal growth. The book highlights how most people operate on autopilot, driven by behavioral defaults shaped by biology, evolution, and culture. Parrish offers strategies to recognize and capitalize on pivotal moments between stimulus and response, using stories, mental models, and a 4-stage decision process (define, explore, evaluate, execute). The book aims to help readers build self-knowledge, self-control, and self-confidence, and to make better decisions by balancing emotions with rational thinking and gathering high-quality information.
Most people hear "Estée Lauder" and think of cosmetics—lipstick, perfume, face cream. But the real story isn’t just about makeup—it’s about a woman being an unstoppable force.
Estée Lauder didn’t just build a beauty brand; she rewrote the rules of an industry. She turned rejection into fuel, defied industry gatekeepers, and transformed a homemade face cream into a multi-billion-dollar global powerhouse.
When department stores refused to stock her products, she created a demand they couldn’t ignore. When experts said women wouldn’t spend $115 on face cream, she proved them wrong. When competitors copied her formulas, she didn’t fight them—she outmaneuvered them. Her real genius wasn’t in chemistry, but in understanding human psychology, persistence, and the power of storytelling.
This is the story of Estée Lauder.
Make sure to stick around at the end for my reflections and thoughts.
(05:26) Chapter 1 - The Early Years
(08:17) Chapter 2: From Kitchen to Department Stores: The Beauty Revolution
(09:04) First Break: House of Ash Blondes
(11:58) Married
(13:35) Chapter 3: Marketing Genius and Brand Building: The Perfect Moment
(15:20) The Power of a Gift
(16:51) Tell-A-Woman
(19:04) Department Store Breakthrough
(21:03) Chapter 4: The Expansion Era: The Key to Success
(26:09) Tell-Every-Woman
(28:42) Beyond Department Stores
(34:58) Chapter 5: Youth Dew
(36:37) Creating a New Category
(39:35) Success Breeds Competition
(41:16) Knowing what not to do
(44:06) Chapter 6: Beyond America: London Calling
(45:53) A Lesson in Brand Building
(47:43) The French Accident
(48:38) The Art of Adaptation
(49:49) Chapter 7: New Categories: Growing the Whole Pie
(52:08) The Clinique Revolution
(53:28) A New Kind of Marketing
(56:13) Chapter 8: The Lauder Philosophy: Business as Obsession
(56:25) Core Principles
(58:55) The Human Touch
(01:00:38) SHANE’S REFLECTIONS
This episode is for informational purposes only and is based on Estée Lauder’s incredible 1985 autobiography Estée: A Success Story.
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The Knowledge Project with Shane Parrish 
