Remove Audience Remove CEO Remove Cialdini
article thumbnail

Getting People to Believe in Something They Can’t Yet Imagine

Harvard Business Review

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. PILOT PROJECT: Another of the major methods of persuasion outlined by Robert Cialdini is the “principle of consistency.”

article thumbnail

New Managers Shouldn’t Be Afraid to Express Their Emotions

Harvard Business Review

Robert Cialdini identified six principles of persuasion that can be used in any setting. ” We respect authority: “This message comes directly from the CEO, so it’s a priority.” ” We respect authority: “This message comes directly from the CEO, so it’s a priority.”

article thumbnail

7 Ways to Capture Someone’s Attention

Harvard Business Review

To leverage this trigger, you have to either adapt to your audience’s frame or change it. Consumers consistently rate experts as the most trusted spokespeople , more than CEOs or celebrities. This is a phenomenon Dr. Robert Cialdini calls “directed deference.”