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

Harvard Business Review

OCTOBER 10, 2014

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.”

Cialdini 13
Cialdini Resistance Innovation Media 13
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New Managers Shouldn’t Be Afraid to Express Their Emotions

Harvard Business Review

JUNE 1, 2017

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 take action when others are doing so, because there is social proof: “Everyone in our market is advertising this way.”

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Management Cialdini Motivation Team 8
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