The Indicator from Planet Money How influence actually works
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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.
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Information Overload
- Simply providing information is not an effective way to influence.
- People are overwhelmed with information, so new facts don't make an impact.
Recycling Experiment
- Researchers tested different recycling messages, asking people which were most motivating.
- People predicted environmental messages were most effective, but neighbor comparison messages had the most impact.
Influence Equation
- To influence effectively, combine evidence, economics, and emotions.
- Use facts, finances, and feelings.