Behavioral Grooves Podcast The Influence Equation: Simple Steps to Persuade Better | Steve Martin
Dec 2, 2024
Steve Martin, faculty director at Columbia Business School and a bestselling author on persuasion, explores how the science of influence can reshape workplaces. He introduces the 'influence equation'—a blend of evidence, economics, and emotion—as a framework for ethical persuasion. Steve discusses practical strategies for making small tweaks that drive meaningful behavioral shifts and emphasizes the need to embed behavioral insights across organizations. His insights are valuable for anyone looking to harness influence effectively in their professional interactions.
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The Influence Equation
- Craft influential strategies using evidence, economics, and emotion.
- Adjust the amounts of each element depending on the context, like mixing primary colors.
Evidence vs. Outcome
- Evidence alone rarely wins arguments; comparisons or the presenter matter more.
- Despite easy access to information, we use less of it for crucial decisions.
Meeting Your Audience
- When persuading, meet your audience's understanding, not your own.
- Recognize their different goals and tailor your approach accordingly.
