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.
First published in 1936, 'How to Win Friends and Influence People' by Dale Carnegie is a timeless guide to improving interpersonal skills. The book is divided into four main sections: Six Ways to Make People Like You, Twelve Ways to Win People to Your Way of Thinking, and Nine Ways to Change People Without Giving Offense or Arousing Resentment. Carnegie's principles emphasize the importance of genuine interest in others, active listening, and avoiding criticism and argument. The book offers practical advice on how to build strong relationships, communicate effectively, and influence others by aligning their self-interest with yours. It has been a cornerstone of personal development and business success for generations[2][3][5].
This book reveals 50 simple but remarkably effective strategies to become more persuasive, based on more than 60 years of research into the psychology of persuasion. It shows how small changes in approach can make a significant difference in persuasive powers, both at work and at home. The book is co-written by Robert Cialdini, the world's most quoted expert on influence, and features insights that can be applied immediately to improve effectiveness in persuasion.
How can the science of persuasion reshape your workplace?
This week, we sit down with Steve Martin to discuss the principles behind his latest book, Influence at Work, and unpack the “influence equation”—a powerful framework that blends evidence, economics, and emotion to drive ethical and effective persuasion. Steve shares actionable strategies for crafting influence, highlighting how small tweaks in incentives and timing can lead to surprising and meaningful behavioral shifts.
We also dive into why behavioral insights shouldn’t be confined to a single department. Steve argues for embedding these principles across an organization, emphasizing how doing so can elevate decision-making, foster collaboration, and drive positive outcomes at every level.
Whether you're leading a team, managing a project, or navigating workplace dynamics, this conversation is packed with actionable wisdom to help you integrate behavioral science into your day-to-day decisions and harness the power of influence for good. Tune in to learn how understanding and applying these insights can transform not just your organization, but your role within it.
©2024 Behavioral Grooves
Topics
[0:00] Intro: The Power of Influence in Behavioral Science
[3:51] Speed Round with Steve Martin
[10:56] The Influence Equation and its Applications
[17:12] Everyday Applications of Behavioral Science
[35:41] The Role of Emotion and Timing in Influence
[42:35] Desert Island Music
[46:21] Grooving Session: Influence, the Importance of Incentives, and the Future of Behavioral Science
©2024 Behavioral Grooves
Links
Influence At Work: Capture attention, connect with others, convince people to act
About Steve Martin
Global Association of Applied Behavioral Scientists
Influence by Robert Cialdini
Musical Links
ELO - Mr. Blue Sky
New Order - Blue Monday
The Beatles - Come Together
Behavioral Grooves Podcast 
