Listening Length: 54 minutes. Audio Download Cialdini provides fascinating insight into how people avoid the work of making decisions and why they comply with requests in business settings. He has identified six principles which are so powerful that they generate desirable change in the widest range of circumstances: reciprocation, social validation, commitment/consistency, friendship/liking, scarcity, and authority. He emphasizes the non-manipulative use of these principles so that those who are influenced feel personally committed to the change and to their relationship with the change agent. This results in an effective, ethical and enduring partnership.
Author
Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence: Science & Practice, are the results of years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 2 million copies. Influence has been published in twenty-five languages. His most recent co-authored book, Yes! 50 Scientifically Proven Ways to be Persuasive, has been on the New York Times, USA Today & Wall Street Journal Best Seller Lists. In the field of influence and persuasion, Dr. Cialdini is the most cited living social psychologist in the world today. Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini is President of INFLUENCE AT WORK, an international consulting, strategic planning and training organization based on the Six Principles of Influence.
