In this updated version of *Influence*, Robert B. Cialdini explains the psychology behind why people say yes and how to apply these insights ethically in business and everyday settings. The book introduces Cialdini’s Universal Principles of Influence, including Reciprocation, Commitment and Consistency, Social Proof, Liking, Authority, Scarcity, and the newest principle, Unity. Backed by 35 years of scientific research, Cialdini provides practical advice on becoming a more skilled persuader and defending against unethical influence attempts. The book is accessible to a broad audience, using memorable stories and relatable examples to make the subject surprisingly easy to understand.
In High Conflict, Amanda Ripley delves into the phenomenon of 'high conflict,' which is distinct from the useful friction of healthy conflict. High conflict involves good-versus-evil feuds that lead to an 'us versus them' mentality, altering brain behavior and increasing feelings of superiority while worsening the conflict. The book follows various individuals in different contexts, including a conflict expert in California, a Chicago gang leader, and communities in Colombia, to illustrate how people get trapped in and eventually escape high conflict. Ripley highlights common forces such as conflict entrepreneurs, humiliation, and false binaries that drive high conflict and provides insights on how to transform these conflicts into productive ones by rehumanizing opponents and reviving curiosity and wonder.
#162: Bestselling author Daniel Pink shares science-based tactics to become a better persuader, whether its to sell a product, motivate yourself, or write an email pitch. This episode also addresses the misconception of coercion as persuasion, the significance of information asymmetry, strategies for handling rejection, the surprising truth about extroverts in sales, and so much more.
Daniel Pink is the author of several provocative, NYT bestselling books about business, work, creativity, and behavior. His books have won multiple awards, been translated into 44 languages, and sold millions of copies around the world.
Link to Full Show Notes: https://allthehacks.com/daniel-pink-persuasion
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Resources Mentioned
Daniel Pink: Website | LinkedIn | Twitter | Newsletter | Podcast
Amanda Ripley: High Conflict
Robert B Cialdini: Influence, New and Expanded: The Psychology of Persuasion
All the Hacks:
Full Show Notes
(02:17) Persuasion vs. Coercion
(03:49) The Definition of Persuasion
(09:02) The Skills Needed to Become Better Persuaders
(13:00) What Matters Most in Persuasion: Curating Information
(14:46) Tactics to Refine Your Persuasion Skills
(18:37) Persuasive Tool: Listen More and Talk Less
(24:43) Dealing With Rejection
(27:06) Techniques to Handle Rejection: 3P’s & 10-10-10
(30:27) Tactics for Better Clarity
(32:10) The Most Important Question in Sales and Persuasion
(35:04) The Shift From Problem Solving to Problem Framing
(36:43) Looping as a Technique to Mitigate Disagreements
(41:40) How to Persuade Your Kids Using Motivational Interviewing
(44:59) The Importance of Social Proof in Persuasive Encounters
(47:48) Daniel's Favorite Decision-Making Heuristics
(48:25) Persuasion Tactics for Self-Motivation
(50:11) Online Pitching Tactics
(51:24) How to Use Utility & Curiosity for Email Pitches
(53:05) Daniel's New Column on The Washington Post
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