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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.
01:10:57
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Quick takeaways
- The influence equation combines evidence, economics, and emotion, enabling more effective persuasion within various professional contexts.
- Incentive design is crucial for behavior change, demonstrating how strategic adjustments can significantly impact results in organizations.
Deep dives
The Importance of Understanding Influence
Influence plays a crucial role in almost every workplace, highlighting the need for effective communication skills. The conversation centers on Robert Cialdini's foundational work on influence, stressing the value of understanding persuasive techniques rather than avoiding them. Listeners are encouraged to view influence as a necessary skill in professional settings, as job descriptions frequently include words like persuade, connect, and convince. By embracing the principles laid out in Cialdini's research, individuals can enhance their effectiveness in collaborative environments.
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