The Learning Leader Show With Ryan Hawk 167: Robert Cialdini - The Godfather of Influence
Oct 12, 2016
Dr. Robert Cialdini, a renowned psychologist and author of influential works like 'Influence' and 'Pre-Suasion,' shares his insights on the science of persuasion. He emphasizes the importance of empathy as a leadership quality and reveals how pre-suasion can prime individuals for compliance. Cialdini discusses the impact of framing on decision-making, the benefits of asking for advice to foster partnerships, and using small cues to drive significant choices. His insights into unity as a powerful principle of persuasion are particularly enlightening.
39:45
Empathy Drives Sustained Leadership
- Empathy is a key trait of sustained leaders because it lets them read and respond to others' shifting feelings.
- Robert Cialdini highlights empathy as central to long-term leadership success.
Prime Attention Before Delivering Your Ask
- Pre-suasion works by making a concept top-of-mind before delivering your request.
- Channeling attention in the moment before a message gives that message outsized influence.
Office Perks Primed A Yes
- After the dean praised his office and perks, Cialdini agreed to teach an MBA course he didn't want.
- The prior kindness created an immediate willingness to comply with the dean's request.
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Intro
00:00 • 3min
Empathy as a Leadership Superpower
02:44 • 2min
Why I Waited to Write My Next Big Book
04:20 • 3min
Pre-Suasion: Making People Receptive First
06:51 • 2min
How Early Favorable Context Shapes Compliance
09:02 • 6min
Asking for Advice Creates Partnerships
14:35 • 4min
Prime Interviewers by Asking Why They Invited You
18:07 • 3min
Frame Raises Around Avoiding Organizational Losses
21:31 • 3min
Using Small Signals to Drive Big Choices
24:14 • 21sec
Flowers Near a Date Increase Romance Salience
24:34 • 3min
Unity: The New Principle Driving Group Persuasion
27:28 • 2min
Social Proof on Menus Boosts Popular Choices
29:29 • 3min
Lead With Weakness to Build Trust
32:00 • 6min
Leaders Should Use Influence Inside Organizations
37:41 • 1min
Outro
39:09 • 30sec
#24
• Mentioned in 268 episodes
Influence
The Psychology of Persuasion
Robert Cialdini
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.
#1894
• Mentioned in 17 episodes
Pre-Suasion
A Revolutionary Way to Influence and Persuade
Robert Cialdini
In this book, Robert Cialdini explains that optimal persuasion is achieved through optimal pre-suasion.
He argues that the key to successful persuasion lies in the moment before the message is delivered, where the communicator must redirect the audience's focus of attention to make them receptive.
Drawing from extensive research and various examples, including advertising, marketing campaigns, and historical events, Cialdini outlines techniques to prepare audiences and increase the likelihood of agreement.
The book is praised for its scientific rigor and practical applicability, making it an essential tool for anyone serious about science-based business strategies.
#1089
• Mentioned in 26 episodes
Persuasion
Jane Austen
Published posthumously in December 1817, *Persuasion* is Jane Austen's last completed novel.
The story revolves around Anne Elliot, a 27-year-old woman who, at the age of 19, was persuaded to break off her engagement to Captain Frederick Wentworth due to his lack of wealth and connections.
Eight years later, Anne and Captain Wentworth, now a successful naval officer, meet again, setting the stage for a second chance at love and marriage.
The novel explores themes of love, social class, regret, and the consequences of pride and persuasion, reflecting the societal norms and expectations of the Regency era in England.
#704
• Mentioned in 35 episodes
Originals
How Non-Conformists Move the World
Adam Grant
In 'Originals: How Non-Conformists Move the World', Adam Grant delves into the creative process and the mindset of individuals who challenge the status quo.
The book discusses how originals manage risk while following their vision, the importance of quantity over quality in idea generation, and the role of procrastination and strategic timing in creative output.
Grant also addresses how to communicate original ideas effectively, deal with emotional turmoil, and instill originality in various contexts, including business and child-rearing.
The book challenges common myths about success and creativity, offering practical advice and anecdotes from historical figures and contemporary examples.
Episode 167: Robert Cialdini - The Godfather of Influence
Harvard Business Review lists Dr. Cialdini's research in "Breakthrough Ideas for Today's Business Agenda." Influence has been listed on the "New York Times Business Best Seller List." Fortune Magazine lists Influence in their "75 Smartest Business Books."CEO Read lists Influence in their "100 Best Business Books of All Time."Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice, are the result of decades of peer-reviewed research on why people comply with requests.Influence has sold over 3 million copies, is a New York Times Bestseller and has been published in over 30 languages. His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.
Because of the world-wide recognition of Dr. Cialdini's cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the "Godfather of influence."
Episode 167: Robert Cialdini - The Godfather of Influence
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The Learning Leader Show
"Give people a reputation to live up to."
In This Episode, You Will Learn:
- Empathy is one of the most important characteristics of a great leader (Warren Buffett & Charlie Munger)
- A 20 year gap in books written... Why? Dr. Cialdini wanted to have sufficient research for Pre-Suasion
- How the process of "Pre-Suading" happens -- A story shared
- Story of a business partner who screwed up -- How he primed him by saying "I hate when this happens to nice guys like you"
- When you receive a job offer, ask for advice from your mentors -- Their response might surprise you
- When you ask for advice, you develop a partnership and you collaborate. That person becomes part of your and your success
- The proper way to start every interview (when you are being interviewed): "I would like for you to answer a couple questions for me before we start... Why did you want me here? Why am I great for this role?" This will prime the interviewer to share positives about you. They will work to prove themselves right (about what they said of you) throughout the rest of the interview.
- The art of priming -- People want to prove themselves right
- How to get a raise or a promotion? When people are uncertain or fear they will lose you (assuming you provide value), they likely fear losses more than achieving gains. It benefits the organization to hold on to (and it's cheaper) great talent.
- Reciprocity - Why should a man give flowers at the beginning of a date?
- Unity - Donald Trump claims to be an outsider -- "We're in this together as outsiders. We are the same group." It resonates with people and creates unity.
- The Beijing Restaurant experiment
- The profession of selling -- The new way of thinking: How to create trust = Start with a weakness of your product. Warren Buffett does this better than anyone
- Great leaders need to be effective inside an organization
- Learnt the power of asking for advice
"We are in this together. We are of the same group."
Continue Learning:
- Read Dr. Cialdini's classic book: Influence: The Psychology of Persuasion
- Read Dr. Cialdini's newest book: Pre-Suasion
- Follow Bob on Twitter: @RobertCialdini
- To Follow Me on Twitter: @RyanHawk12
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Episode edited by the great J Scott Donnell
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