Stan has an insightful discussion with Robert Cialdini, a renowned professor at Arizona State University and author of the best-selling book, 'Influence'.
In this episode, we explore the principles of influence and how they can be applied in various aspects of life, from personal relationships to business negotiations. Robert Cialdini shares practical tips on building rapport, the power of reciprocity, social proof, authority, and the importance of preparation. Learn how small changes in your communication can lead to significant differences in outcomes and discover techniques to enhance your persuasive abilities ethically and effectively. Whether you're looking to improve your negotiation skills or simply want to understand the science behind influence, this episode is packed with valuable insights.
Read Robert's books:
Persuasion- https://bit.ly/4lZ29KL
Presuasion- https://amzn.to/443BK7Z
Michael Lewis' Book - https://bit.ly/4cSpV6Y
00:00 Introduction to Influence
00:25 Meet Robert Cialdini
01:16 The Intersection of Influence and Negotiation
02:00 Principle of Liking
07:45 Principle of Reciprocity
14:06 Principle of Social Proof
16:56 Principle of Scarcity
23:30 Principle of Authority
26:12 Evaluating Authority and Implementation
26:44 The Power of Commitment: The Chicago Restaurant Story
28:58 Handling Stubborn Opinions with Concentrated Listening
33:12 The Importance of Preparation in Negotiation
36:11 Priming: Setting the Stage for Influence
45:28 Ethical Influence and Teaching Strategies
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