Robert Cialdini on “The Six Principles of Influence”

First Friday Book Synopsis

The Six Principles of Influence (also known as the “Six Weapons of Influence”) were introduced in Cialdini’s book, Influence: The Psychology of Persuasion (1984). Cialdini identified the six principles through experimental studies, and by immersing himself in the world of what he called “compliance professionals” – salespeople, fund […].

Pre-Suasion by Robert Cialdini; Competing Against Luck by Clayton Christensen – Coming for the November 4 First Friday Book Synopsis

First Friday Book Synopsis

On Friday, I presented my synopsis of The Inevitable by Kevin Kelly, and my colleague presented his synopsis of CHAOS MONKEYS by… Read More Pre-Suasion by Robert Cialdini; Competing Against Luck by Clayton Christensen – Coming for the November 4 First Friday Book Synopsis. 12 times a year, 24 books a year, the First Friday Book Synopsis is the place to learn the key content of very good, always useful, business shaping (and life shaping) business books.

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Just to whet your appetite… book selections for upcoming months – (Clayton Christensen; Robert Cialdini; Tim Ferris; and other authors)

First Friday Book Synopsis

Subtitled The Twelve Technological Forces That Will Shape our Future, Mr. Kelly, one of the founders of Wired Magazine, knows what he is talking… Read More Just to whet your appetite… book selections for upcoming months – (Clayton Christensen; Robert Cialdini; Tim Ferris; and other authors). (Warning: we reserve the right to change these at any time…). Tomorrow, at the October 7 First Friday Book Synopsis: I loved the book I am presenting: The Inevitable by Kevin Kelly.

tiny tweaks (can lead to) B!G CHANGES – insight from Amy Cuddy and Robert Cialdini, et al.

First Friday Book Synopsis

tiny tweaks (can lead to) BIG CHANGES Those words are flashed on the screen near the end of the terrific TED Talk by Amy Cuddy. Her Talk, Your body language shapes who you are, is currently the second most viewed TED Talk ever, and I show it to every one of my Speech classes). It takes us […]. Randy''s blog entries

Pre-Suasion is November 4 Book Synopsis Selection

First Friday Book Synopsis

At our November 4 First Friday Book Synopsis, I will present the blockbuster best-seller entitled Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini (Simon & Schuster, 2016). Karl's blog entries Amazon.com first friday book synopsis Influence INFLUENCE AT WORK persuasion Pre-Suasion Psychology of Persuasion Robert Cialdini social psychology University of North Carolina Wall Street Journal

Simon 89

A Culture of Trust

Coaching Tip

Cialdini, author of The Psychology of Persuasion (William Morrow, 1993). Cialdini social networksRepairing and replacing a damaging workplace culture is tough--largely because people form and join cultures instinctively. Neuroscientist Paul J. Zak set out to shed light on this cultural blindness by measuring the brain activity of people at work. His research uncovered the connection between the release of the feel-good neurochemical oxytocin and the experience of being trusted.

Pre-suasion: A Revolutionary Way to Influence and Persuade

Kevin Eikenberry

By Robert Cialdini Social Psychologist, Robert Cialdini, wrote a book called Influence: The Psychology of Persuasion that is a classic and has sold over 3 million copies. If you haven’t read it, put it on your list. He has revised that book several times and written other books since. While I enjoyed them, none lived […]. The post Pre-suasion: A Revolutionary Way to Influence and Persuade appeared first on Kevin Eikenberry on Leadership & Learning.

Decision Making Scenarios

Coaching Tip

Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). Cialdini. cialdini social capital status quo thinking process wayne baker william morrow Before making an important decision, prudent managers evaluate the situations confronting them — and often fall into one of the eight traps of faulty thinking. Researchers have identified a series of flaws in the way we think when making decisions.

12 Reads for 2012

LDRLB

Influence by Robert Cialdini. LeaderLab amabile books Burkus cialdini collins hansen harford lists owens pink rummelt suttonThe turn of the New Year seems like the perfect breeding ground for lists. From “Best of [last year]” to “Top Trends for [new year]” these lists seem to pop up everywhere. And why not? The new year is a great time to reflect and set goals to best leverage the clean slate we all share.

Jedi Mind Tricks: 17 Lesser Known Ways to Persuade People

First Friday Book Synopsis

Bob's blog entries "Jedi Mind Tricks: 17 Lesser Known Ways to Persuade People" Carnegie Mellon’s Center for Behavioral Decision Research Dave McClure Don Moore Gary Vaynerchuk John Cialdini Markitekt Peep Laja Coversion XL T1QHere is an excerpt from an article by Peep Laja featured by the Conversion XL website. To read the complete article, please click here. * * * You want to be persuasive. The power to influence people to get what you want is sometimes all it takes to be successful.

The Hidden Agenda: A book review by Bob Morris

First Friday Book Synopsis

Cialdini Sophocles the ancient library in Alexandria the best pitch is one that offers “truth well told” The Hidden Agenda: A Proven Way to Win Business and Create a Following The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience The Story Factor (2nd Revised Edition

Most Valuable Business Insights: 16-20

First Friday Book Synopsis

Cialdini Robert Morison Ron McMillan Selling to the C-Suite Spelling SPIN Selling Stephen J. After having read and reviewed so many business books, I now share brief comments about what I consider to be the 25 most valuable business insights and the books in which they are either introduced or (one man’s opinion) best explained. Here are 16-20. PERFORMANCE MEASUREMENT: First, determine which tasks are most important. Then, [.].

The Optimization Edge: A book review by Bob Morris

First Friday Book Synopsis

executives spend too much time with what’s urgent and not enough with what’s important Marriott McDonald's McGraw-Hill Noel Tichy Robert Cialdini Stephen Covey Steve Sashihara The Optimization Edge: Reinventing Decision Making to Maximize All Your Company’s Assets UPS Walmart Warren Bennis

The Ten Most Important Business Challenges and Which Book to Consult for Each

First Friday Book Synopsis

Cialdini's Influence Innovation: Tom Kelley's The Ten Faces of Innovation James K. Whenever asked to recommend business books, I immediately inquire, “What is the single greatest challenge that you and your organization now face?” ” Of course, responses vary but over time, these seem to be the ten challenges most frequently cited, followed by the book(s) I think will be most helpful. Obviously, “one man’s opinions”…. CUSTOMER RELATIONSHIP [.].

Most Valuable Business Insights: 6-10

First Friday Book Synopsis

Cialdini Ron McMillan Simon Sinek’s Start with Why Steve Johnson The Idea of Innovation The Ten Faces of Innovation The Ultimate Question The Why of Work Tom Kelley Wendy Ulrich Where Good Ideas Come FromAfter having read and reviewed so many business books, I now share brief comments about what I consider to be the 25 most valuable business insights and the books in which they are either introduced or (one man’s opinion) best explained. Here are second five: 6.

The most powerful strategies when beginning a presentation

First Friday Book Synopsis

Cialdini Shann Nix Terry R. Over the recent years, I have read dozens of excellent books in which their authors offer advice on how to make effective presentations in one form of another (e.g. in-person, teleconferencing, electronically recorded). None offers more and better advice that does As We Speak: How to Make Your Point and Have It Stick, co-authored by [.].

Power 83

Resonate: A book review by Bob Morris

First Friday Book Synopsis

Cialdini Shocking Statistics Stephen Denning Steve Jobs TED talk The Leader's Guide to Storytelling: Mastering the Art and Discipline of Business Narrative The Presentation Secrets of Steve Jobs: How to Be Insanely Great in Front of Any Audience the space shuttle Challenger disaster; Bill Gates

Terry R. Bacon: Second Interview, by Bob Morris

First Friday Book Synopsis

Terry R. Bacon is a Scholar in Residence in the Korn/Ferry Institute. Previously, he was founder and CEO of Lore International Institute. He has a B.S. in engineering from West Point and a PhD in literary studies from The American University. He has also studied business and leadership at Goddard College, Roosevelt University, University of [.].

First Look: Leadership Books for September 2016

Leading Blog

Pre-Suasion : A Revolutionary Way to Influence and Persuade by Robert Cialdini. Here's a look at some of the best leadership books to be released in September. Managing in the Gray : Five Timeless Questions for Resolving Your Toughest Problems at Work by Joseph L. Badaracco Jr. The Art of Community: Seven Principles for Belonging by Charles Vogl. The Cheat Code : Going Off Script to Get More, Go Faster, and Shortcut Your Way to Success by Brian Wong.

Six Principles of Persuasion for Leaders

Lead on Purpose

Many studies have been done about the science of persuasion, and Robert Cialdini is perhaps one of the most respected experts in the field. Let those bygones be bygones and move forward with Robert Cialdini’s six principles of persuasion, which are timeless soft skills that any leader can use regardless of the size or type of organization. Guest post by Brad Zomick. There is no worse feeling then when you are trying to lead a group and no one on the team is taking you seriously.

129: Stand Out – How to Be a Thought Leader | with Dorie Clark

Engaging Leader

Featuring vivid examples and drawing on interviews with Seth Godin, Robert Cialdini, and other thought leaders, Stand Out teaches readers how to develop a big idea, leverage existing affiliations, and build a community of followers. Many people in the business world believe that working hard will be enough to move their career forward.

The Best Leadership Books of 2016

Leading Blog

Pre-Suasion : A Revolutionary Way to Influence and Persuade by Robert Cialdini The author of the legendary bestseller Influence, social psychologist Robert Cialdini shines a light on effective persuasion and reveals that the secret doesn’t lie in the message itself, but in the key moment before that message is delivered. O NCE AGAIN we see that despite our rhetoric, what we are is reflected in our leaders and leadership. Actions have consequences and continuity of character matters.

Books 175

Changing Others’ Perceptions of You

Marshall Goldsmith

Another thing that you can do is talked about quite a bit by Robert Cialdini, eminent psychologist, and Jeffrey Pfeffer of the Stanford School of Business. My wonderful friend Dorie Clark , a member of our 100 Coaches organization and a fantastic thinker, is an expert at helping people get their message across in a very crowded marketplace.

Practicing the Law of Reciprocity

Coaching Tip

Cialdini, author of "The Psychology of Persuasion.". "One of the most potent of the weapons of influence around us is the rule of reciprocation. The rule says that we should try to repay, in kind, what another person has provided us." Robert B. Generalized reciprocity occurs when one person provides benefit to someone else--such as giving a gift or sharing an idea--without keeping track of its value and without expecting anything in return.

Build a Simple System to Achieve Success

Coaching Tip

Cialdini, author of The Psychology of Persuasion (William Morrow, 1993). Consider a skill you want to improve or a subject that you wish to understand better to achieve the success you desire. . See how working deeply on the basics makes it possible for you to hone your skill or deepen your knowledge at the higher levels you are trying to attain. Methodically and thoroughly learn the fundamentals.

System 121

Three Simple Things You Can Do Today to Boost Your Influence

Change Starts Here

In his book Influence , Robert Cialdini lists reciprocity as one of the principles of influence. The New Year brings with it the energy to get things done and the intention to make a difference. When that difference is to implement change at work, where should you focus your energy? One area to work on is increasing your influence.

These are a few of our favorite … books!

Reality-Based Leadership

Pre-Suasion: A Revolutionary Way to Influence and Persuade , by Robert Cialdini. The holidays are almost here and you may be scrambling to find a last minute gift for those on your list, or simply anticipating a bit of a break where you can rest, enjoy family, and rejuvenate yourself for the new year. Why not share the gift of a great book – or take the time to read one for yourself. Go ahead, you deserve it!

Focusing on Your Life Signature

Coaching Tip

Cialdini, author of The Psychology of Persuasion (William Morrow, 1993). What is the meaning of life? Our life signature is the tracing of the talents we are given and how we express them in our lives. We are all blessed with a few God-given signature talents. A big part of your life is discovering what these are, then utilizing and applying them to the best of your ability. To clearly define your areas of brilliance, ask yourself a few questions and take some self-assessments.

Givers give without expectation of immediate return.

Coaching Tip

Cialdini, author of "The Psychology of Persuasion" (William Morrow, 1993). Organizational psychology has long concerned itself with how to design work so that people will enjoy it and want to keep doing it. Traditionally the thinking has been that employers should appeal to workers’ more obvious forms of self-interest: financial incentives, yes, but also work that is inherently interesting or offers the possibility for career advancement.

How to Avoid Loneliness When You Work Entirely from Home

Harvard Business

As eminent psychologist Robert Cialdini told me , small talk may seem trivial, but it’s actually the cement that creates rapport. That’s because, as Cialdini’s research shows, someone is far more persuasive to you when you like them — and knowing more about them and how you’re similar often hastens that process. Carlo Allegri/Getty Images.

Talking with Each Other @ Work

Coaching Tip

Cialdini, author of The Psychology of Persuasion (William Morrow, 1993) . Most people believe that what is apparent is important, but employers of choice recognize that what is not apparent is most important. .

Great Leaders Embrace Office Politics

Harvard Business

Robert Cialdini’s book Influence: The Psychology of Persuasion shows the tremendous benefits to understanding social psychology. A rising young executive found herself strategically ousted in an internal power play. Jill had all the chops to rise to the corner office: consistent top 10% performer, hardworking, intelligent, personable, driven, multilingual, an MBA from a top-tier school. Handwritten thank-you notes from the CEO proudly adorned her wall. What happened?

8 Ways to Read (a Lot) More Books This Year

Harvard Business

In his seminal book Influence: The Psychology of Persuasion , Robert Cialdini shares a psychology study showing that once people place their bets at the racetrack, they are much more confident about their horse’s chances than they were just before laying down the bet. How much do you read? For most of my adult life I read maybe five books a year — if I was lucky.

How to Memorably Introduce Another Speaker

Harvard Business

Cialdini, PhD, points out that people prefer to say “yes” to those they know and like. As a professional speaker and facilitator for over 20 years, I’ve been introduced more than a thousand times, by countless meeting planners, conference organizers, and team leaders. Nevertheless, most of the introductions have fallen into one of four categories: 1) Flattery: “Deborah needs no introduction.”

New Managers Shouldn’t Be Afraid to Express Their Emotions

Harvard Business

Robert Cialdini identified six principles of persuasion that can be used in any setting. Funny. Sincere. Motivated. Deeply invested. Those were a few of the words I would’ve used to describe Tendai (his name and some details have been changed), a senior leader at a global manufacturing company, after we met to kick off our coaching engagement. He was on a succession plan for the C-suite and was looking to strengthen his executive leadership skills.

Buy-In – The Imperative Strategy

Strategy Driven

In his book entitled Influence by Robert Cialdini he explains that one of the most influential words in the English language is ‘because’. In providing research and developing training programs for various large corporations about managing change, we find that the biggest stumbling block for employees from top-down is lack of buy-in. Top executives have the vision, but often fail to get buy-in from managers who have to carry out the change initiative.

11 Books Every Young Leader Must Read

Harvard Business Review

Robert Cialdini, Influence: The Psychology of Persuasion. Cialdini's classic on the core principals of persuasion is a sterling example of the cross application of psychological principles to business life. Based on his personal experiences and interviews — with everyone from expert car salesmen to real estate salespeople — Cialdini's book is riveting and, yes, persuasive. Recently, I wrote that leaders should be readers.

11 Books Every Young Leader Must Read

Harvard Business Review

Robert Cialdini, Influence: The Psychology of Persuasion. Cialdini's classic on the core principals of persuasion is a sterling example of the cross application of psychological principles to business life. Based on his personal experiences and interviews — with everyone from expert car salesmen to real estate salespeople — Cialdini's book is riveting and, yes, persuasive. Recently, I wrote that leaders should be readers.

Personal Branding for Introverts

Harvard Business Review

As well-known psychologist Robert Cialdini told me during an interview for my book Reinventing You , simply placing diplomas or awards on your office walls can help reinforce your expertise to others. Cialdini saw this powerful effect in action at an Arizona hospital he advised; exercise compliance increased 32% almost immediately after the physical therapy unit started displaying their staff’s credentials.).

Score a Meeting with Just About Anyone

Harvard Business Review

That’s the same strategy that well-known psychologist Robert Cialdini discovered in his early research on door-to-door fundraising campaigns for the United Way. Cialdini told me in an interview for my forthcoming book. “We We’re all inundated with meeting requests these days. It’s easy to say no to the egregious ones, like the stranger who recently emailed me to suggest that I meet with him on a specific date so I could provide him with free career coaching.

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.”

Don't Let Them Underestimate You

Harvard Business Review

We all hope our resume and experiences will speak for themselves. But a friend of mine — a 40 year-old former special agent and combat veteran — recently emailed me about a persistent problem. When I contact leaders in my industry, they almost always agree to talk," he told me. But some have been treating me as if I were an undergrad."

Get People to Listen to You When You’re Not Seen as an Expert

Harvard Business Review

One of the most powerful forms of influence, according to psychologist Robert Cialdini’s famous analysis, is authority — often derived from perceived expertise. When a doctor advises us to exercise more, or a Nobel Laureate raises questions about a certain economic policy, we’re likely to pay much more attention than if a random person offered the same counsel. In our professional lives, this principle can be a boon: if you have a Ph.D.