The Indicator from Planet Money
How influence actually works
Dec 9, 2024
Steve Martin, Faculty Director of Behavioral Science at Columbia Business School, dives into the intricacies of influence in professional settings. He challenges the common belief that mere information sharing sways minds, using a fascinating recycling study as a backdrop. Listeners also gain insight into the psychology behind financial requests, emphasizing timing and ethical storytelling. The discussion highlights the importance of mastering influence to improve motivation and build stronger workplace relationships.
09:28
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Quick takeaways
- Effective influence in the workplace relies on understanding human behavior beyond just the presentation of facts and data.
- The influence equation highlights the importance of evidence, economics, and emotions, advocating for a strategic approach to persuasion.
Deep dives
Understanding the Essence of Influence
Influence is defined as the ability to create a change or impact on others through messages, requests, or incentives. It is regarded as a critical skill in the workplace, yet many misunderstand its actual mechanisms. Instead of relying solely on information, as commonly believed, effective influence requires a deeper comprehension of human behavior and decision-making processes. Recognizing that influence encompasses more than mere data can transform how individuals approach persuasion in their professional interactions.
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