2024-10-16
28 分钟The inner workings of social influence and persuasion. Want to change someone’s mind? First, explains Robert Cialdini, you have to change their framing. For Cialdini, the Regent's Professor Emeritus of Psychology and Marketing at Arizona State University, persuasion begins before we even deliver our pitch or presentation. Through what he calls “Pre-suasion,” communicators can prime audiences to receive messages in a specific way, simply by drawing their attention in specific directions. “It involves focusing people on—putting them in mind of—those motivators before they encounter [them] in the communicator’s message,” Cialdini says, “bringing people’s focus of attention onto something that is nested in the message…before that message is delivered, so they have been readied for the concept.” In this episode, Matt Abrahams and Cialdini talk about the motivating power of FOMO, getting better advice from others, and how your next wine purchase could be influenced by what music is playing in the shop. Episode Reference Links: Robert CialdiniRobert's books: Influence / Pre-SuasionEp.11 The Science of Influence: How to Persuade Others And Hold Their AttentionEp.142 Power and Persuasion: Live Insights from Stanford Experts Original Episode: Ep.76 Change My Mind: Using “Pre-suasion” to Influence Others Connect: Email Questions & Feedback >>> hello@fastersmarter.ioEpisode Transcripts >>> Think Fast Talk Smart WebsiteNewsletter Signup + English Language Learning >>> FasterSmarter.ioThink Fast Talk Smart >>> LinkedIn, Instagram, YouTubeMatt Abrahams >>> LinkedInChapters: (00:00:00) IntroductionMatt Abrahams introduces Robert Cialdini, the Regents Professor Emeritus of Psychology and Marketing at Arizona State University(00:01:56) Persuasion and Pre-suasionDistinguishing persuasion and pre-suasion, with focus on attention and motivation.(00:05:17) Priming and Framing in Pre-suasionThe power of pre-suasion and its cognitive effects on decision-making.(00:07:58) Understanding ScarcityHow scarcity influences behavior and decision-making through fear of loss.(00:10:48) The Unity PrincipleThe unity principle and its role in building connection in persuasive efforts.(00:14:04) Social Proof and InfluenceResearch on social proof and how others’ actions influence individual choices.(00:19:24) The Role of Language in PersuasionThe impact of subtle language shifts on collaboration and critique.(00:22:23) The Final Three QuestionsRobert shares communication advice, a communicator he admires, and his recipe for successful communication.(00:26:49) Conclusion (00:00) - Introduction (02:40) - Persuasion and Pre-suasion (06:01) - Priming and Framing in Pre-suasion (08:42) - Understanding Scarcity (11:32) - The Unity Principle (14:48) - Social Proof and Influence (20:08) - The Role of Language in Persuasion (23:07) - The Final Three Questions (27:33) - Conclusion
Hi Matt here.
Big things happen during small talk.
On November 5 at noon Eastern time, join Harvard Business School professor Allison Wood Brooks and me for an exclusive Think fast Talk Smart LinkedIn Live event where we'll dive deep into mastering the art of small talk.
In this interactive session, you'll learn how to navigate conversations confidently and make meaningful connections.
Alice and I will also provide live coaching and advice.
You can sign up directly on LinkedIn or go to Fastersmarter IO live.
We look forward to seeing you on November 5 at noon Eastern.
Again, sign up at Fastersmarter IO Live.
Hi Matt here.
If you think about it, most of our communication attempts to influence and persuade others to our point of view.
We're opening up our archive to bring you a best of episode where I speak with world renowned persuasion researcher Robert Cialdini, who discussed with me how we can be more effective in both our persuasion and presuasion.
Listen in to help you get your point of view across better, regardless of if you're pitching or presenting, teaching or sharing.
At its core, communication is often about influencing and motivating others.
Yet we don't often take time to think about how to hone and improve our persuasive practices.
Today, we will dive deeply into the intricacies of influence.
I am Matt Abrahams and I teach strategic communication at Stanford Graduate School of Business.
Welcome to think Fast Talk Smart, the podcast.
Today I am super excited to get a chance to chat with Robert Cialdini.
Bob is the regents professor emeritus of psychology and marketing at Arizona State University.
His research and coaching focus on persuasion and social influence.