Coaching Tip

MARCH 25, 2014

Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). Sunk-Cost . We know rationally that sunk costs are irrelevant to present decisions, but they nevertheless lead to inappropriate choices. Be on the lookout for the influence of sunk-cost biases in subordinates’ decisions and recommendations.

Cialdini 138

Cialdini Social Capital Influence Real Estate 138

Harvard Business Review

AUGUST 30, 2013

I wanted to introduce you two — you should follow up," he said. I assumed the intro from her boss would have paved the way for an invitation to present, but just minutes into our follow-up meeting, I realized she literally knew nothing about me and had no idea why I was there.

Cialdini 9

Cialdini Letter Conference Follow-up 9

Harvard Business Review

OCTOBER 10, 2014

It is not enough to come up with next great idea. Traditional influencing theory — as expounded, for example, by Robert Cialdini in Influence: The Psychology of Persuasion — offers “invoking authority” as a way to persuade others to support things that are new to them. Similar fates often befall innovations within large companies.

Cialdini 11

Cialdini Resistance Innovation Media 11

Harvard Business Review

APRIL 5, 2013

For one, handwritten notes mean more because they cost more. Robert Cialdini, in his classic work Influence: The Psychology of Persuasion , profiled legendary car salesman Joe Girard. They cost something, mean something, and have permanence in a way emails and text messages don''t. The physical notes are more memorable.

Letter 9

Letter Cialdini Cost Technology 9