Performance Initiative Podcast
The Performance Initiative Podcast was born out of the conviction that we all have room to improve. We all have boundless potential if we have the will and the tools to unlock it. At the Performance Initiative, we are dedicated to finding those tools, sharing them with you, and trying them out for ourselves. A few weeks after each episode, Zinovy and Grant report their experiences trying to put into practice what they have learned from each guest. We invite you to share your experiences -- the good and the bad -- as well. Research and life experience show us that we thrive by sharing our life experiences with each other and learning from them. Each day is a new chance to be better and we welcome you into our community to share and grow with us.
Performance Initiative Podcast
#28: Persuade Anyone in Business and Personal Life - Dr. Robert Cialdini, Psychologist, Author & Speaker
In this compelling episode of the Performance Initiative Podcast, hosts Dr. Grant Cooper and Dr. Zinovi Mailer converse with Dr. Robert Cialdini, an eminent expert on persuasion and influence. Key topics include trustworthy appearances, the reciprocity principle, and practical persuasion techniques used by professionals such as CIA agents and waiters. The discussion includes fascinating examples such as Ethiopia's unexpected aid to Mexico and the impact of a simple piece of chocolate. Dr. Cialdini details the roles of genuine customer affection, scarcity, and social proof in decision-making, and highlights the significance of authority through Stanley Milgram's experiment. The conversation also explores strategies like Tupperware's sales methods, admitting weaknesses like Warren Buffett and Domino's Pizza, and the psychological impacts of scarcity, freedom of choice, and commitment consistency. The episode underscores the 'but you are free' technique, unified group identity, and cognitive dissonance while stressing the importance of authenticity in communication and tackling manipulation.
(00:00) Introduction to the Rule of Reciprocation
(02:58) The Power of Small Changes
(03:51) The Ethiopia-Mexico Story
(06:32) The Reagan Study on Reciprocity
(09:52) The Impact of Small Gifts
(24:44) The Benjamin Franklin Effect
(31:26) The Rejection-Then-Retreat Technique
(49:11) The Power of Social Proof
(57:10) Breaking Through Pluralistic Ignorance
(58:49) The Power of Social Proof
(01:03:16) Authority and the Milgram Experiment
(01:10:09) Trustworthiness in Communication
(01:23:35) The Principle of Scarcity
(01:32:03) Commitment and Consistency
(01:43:53) The Principle of Unity
(01:54:10) Conclusion and Final Thoughts
Dr. Robert Cialdini is a renowned psychologist and professor emeritus of psychology and marketing at Arizona State University, widely recognized for his groundbreaking research in the field of social influence and persuasion. His seminal work, "Influence: The Psychology of Persuasion," has become a cornerstone in understanding how and why people comply with requests, uncovering key principles such as reciprocity, commitment and consistency, social proof, authority, liking, and scarcity. Cialdini's insights have had a profound impact on both academic research and practical applications in marketing, negotiation, and organizational behavior, making him a highly sought-after speaker and consultant for businesses and governments worldwide.
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