Robert Cialdini, Ph.D., a renowned expert on the psychology of influence and persuasion. Known as the “Godfather of influence,” his book “INFLUENCE: The Psychology of Persuasion” is considered one of the best business books ever. He discusses the concept of unity as a lever of influence and how it differs from social proof and liking. Dr. Robert shares insights on “blue lies” and how tribalism can affect our behaviors. Dr. Robert also talked about his second edition of “Influence” and the goals of the Cialdini Institute. A fascinating conversation on understanding human behavior and increasing ethical influence.
[01:32] Dr. Robert, the “Godfather of influence,” discussing his latest book “Influence” and the new concept of “unity” in persuasion.
[11:02] Dr. Robert discusses “blue lies,” a new form of lying that protects in-groups while harming outsiders. We explore the power of unity, the impact of social media on tribalism, and effective leadership tactics.
[19:09] During this discussion, Dr. Robert delves into the concept of unity as a leadership principle and its potential impact on creating silos within organizations. We explore the role of influence in leadership and sales, emphasizing the importance of understanding human nature to achieve desirable behaviors. The conversation also touches on the evolution of language as a tool for persuasion and differentiation from other species.
[25:09] We also explore the impact of dwindling attention spans and the six behavioral levers of influence. Dr. Cialdini highlights the power of triggers, such as a welcoming statement, in online interactions. He also discusses the launch of the Cialdini Institute, focusing on ethical influence and scaling up teaching programs.
[34:37] Dr. Robert delves into the six behavioral levers of influence and their profound impact on marketers and digital media. He also talks about the future of artificial intelligence and how human connection will remain crucial in the age of technology. Dr. Cialdini emphasizes the power of relationships and judgment in effective influence and negotiations.
[42:11] Closing quote: Remember, character may almost be called the most effective means of persuasion. — Aristotle
Quotable Quotes"People say yes to those that they share a personal or professional identity with." Click To Tweet “The idea of this connectedness, this unity of purpose, of effort and so on, those were the people who could really bring that to the surface and create the collaboration and the cooperation that you need to be a truly successful… Click To Tweet "If leaders in the middle management ranks start really applying the unity principle, we enforce these silos with even greater strength." Click To Tweet "Attention spans are dwindling. And so what we need to know is those levers of influence that move people away from where they are now in the direction that we would like them to go." Click To Tweet "Don't allow AI to be the whole package. Infuse it with connection, ways to connect statements of connection, get humanity into it, and you'll get both barrels now working in your favor." Click To Tweet "Character may almost be called the most effective means of persuasion." (Aristotle) Click To Tweet
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