Robert Cialdini, Influence at Work

Bob Cialdini is not just a man of influence, he is THE man of influence. His first book, Influence: The Psychology of Persuasion, is a classic and is destined to remain a perpetual bestseller. And here’s why. As our world gets increasingly networked and matrixed, traditional lines of control and power are loosening and vanishing. Soon, influence is all you’ll have to get things done.

So it pays to understand how it works. And this interview will help. Amongst other things, Bob and I talk about:

• How a study in self-defense planted the seeds for his own Great Work
• What he learned by putting his principles of persuasion into action and giving them a ‘real world’ test.
• The least used of the six core ways to influence people – and how you can use this on everything from menus to career progression.

Bob is Professor Emeritus of Psychology and Marketing at Arizona State University. You can learn more about him and his company Influence at Work at www.InfluenceAtWork.com

Listen to my interview with Robert Cialdini

0:16 Michael introduces Robert Cialdini

0:25 Bob’s books Yes!: 50 Scientifically Proven Ways to Be Persuasive and Influence: The Psychology of Persuasion

2:35 How a study in self-defense planted the seeds for his own Great Work

4:10 What he learned by putting his principles of persuasion into action and giving them a ‘real world’ test.

5:47 The least used of the six core ways to influence people – and how you can use this on everything from menus to career progression.

10:19 How to get Great Work to flourish

13:37 Social cause related marketing approach – what it means and why it works

16:30 How to find out more about Robert Cialdini

17:33 Michael closes the interview

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1. Mike Pantalon, Instant Influence
2. “Example is not the main thing in influencing others…” (Great Work quote)
3. Robert Fritz, Your Life as Art
4. 4 Fundamental Ways to Increase Your Influence
5. Barbara Kellerman, Followership