To become an effective CISO you need influence skills. On this episode we explore Robert Cialdini's book, "Influence" and discuss the psychology of persuasion. We will explore 6 key areas of influence:
- Liking- If people like you - because they sense that you like them, or because of things you have in common - they're more apt to say yes to you
- Reciprocity- People tend to return favors. If you help people, they'll help you. If you behave in a certain way (cooperatively, for example), they'll respond in kind
- Social Proof- People will do things that they see other people doing- especially if those people seem similar to them
- Commitment and Consistency- People want to be consistent, or at least to appear to be. If they make a public, voluntary commitment, they'll try to follow through
- Authority- People defer to experts and to those in positions of authority (and typically underestimate their tendency to do so)
- Scarcity- People value things more if they perceive them to be scarce
If you would like to more on this topic, then we recommend you read Cialdini's work:
Website https://www.influenceatwork.com/principles-of-persuasion/
Book https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X
Chapters
- 00:00 Introduction
- 03:21 The Principles of Persuasion
- 05:27 How to be a Great Speaker and Get People to Like You
- 09:01 How to Win Friends and Influence People
- 13:45 How does a Mint Influence your Tipping?
- 15:04 Doing a Favor for Someone is a Good Thing
- 17:29 The Concept of Social Proof is Security
- 21:34 How to Defend against Audits
- 26:15 Getting Small Commitments Out of People Early On
- 29:20 The Importance of Consistency in Influencing
- 34:12 The Six Principles of Persuasion
- 38:57 Is there a Scarcity of Time?
- 43:13 The Six Chaldini Factors Recap