About Dr. Robert Cialdini
Extensive scholarly training in the psychology of influence, together with over 30 years of research into the subject, has earned Dr. Cialdini an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice and Influence: The Psychology of Persuasion are the results of more than 30 years of study into the reasons why people comply with requests in business settings. Worldwide, Influence has sold over 3 million copies and has been published in thirty languages. Additionally, USA Today lists Influence in their 12 Best Business Books of All Time.
Dr. Cialdini’s most recent co-authored book is The Small BIG, small changes that spark big influence has been met with rave reviews. His 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’s clients include such organizations as Google, Twitter, IBM, Coca Cola, KPMG, AstraZeneca, Ericsson, Merrill Lynch, Nationwide Insurance, Pfizer, Northern Trust, Prudential, The Mayo Clinic, GlaxoSmithKline, Harvard University – Kennedy School, The Weather Channel, OPOWER, and the United States Department of Justice.
Influence: The Ultimate Power Tool
What does scientific research tell us about the persuasive approaches that make people most likely to say yes to requests? How can we use this research ethically and effectively?
Dr. Robert Cialdini, author of the ground-breaking book, Influence, is your guide, translating the scientific research into practical business applications. His widely acclaimed studies are highly instructive to those who want to be more influential.
Weaving compelling stories with evidence-based statistics makes this program memorable and immediately applicable.
Here, Dr. Cialdini identifies and explains the six universal principles of persuasion that move others toward yes. Participants receive answers to such questions as:
What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return? When others are sitting “on the fence”, which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.
Used correctly and ethically, these scientifically-tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?
Influence During Times of Uncertainty
In today’s uncertain environment, the need for simultaneously effective and ethical influence is necessary, pertinent, and now more vital than ever to our success. During this profound presentation, Dr. Robert Cialdini briefly reviews six research-based universal principles of influence, but focuses on those principles that are most effective during conditions of uncertainty and that leaders can employ to bring about positive and lasting change among individuals located both inside and outside their organizations.
Dr. Robert Cialdini, author of the ground-breaking book, Influence, and co-author of the New York Times best-seller, Yes! 50 Scientifically Proven Ways To Be Persuasive, is your guide in translating highly relevant but poorly-understood scientific research into practical business applications. His books have sold more than 2 million copies worldwide. Dr. Cialdini is the world’s leading authority on influence and his widely acclaimed studies are highly instructive to those who want to be more influential.
The Power of We
With The Power of WE, Robert Cialdini artfully braids science with meaningful and moving personal accounts to produce a set of compelling lessons for business success.
This unique presentation explores what scientific research demonstrates about the ability of certain relationships (labeled “We” relationships) to facilitate our goals. Dr. Cialdini skillfully interprets the implications of “We” relationships both inside and outside the organization. Audience members learn the answers to such questions as:
What can change rivals to make them want to work together? What can make seemingly unrelated, angry people bond together to accomplish meaningful goals? What can make a negotiation more satisfying and come to fruition faster? What simple statement can lead to a “We” relationship? What simple request can do the same? And, how can this be accomplished ethically and effectively in business settings? Dr. Cialdini explores these questions and more in this unique program.
What makes us a “WE”? The Power of WE shows how to develop, engage, and focus relationships for optimal working success.
Leadership Through The Power Of Persuasion
It is through the influence process that we lead, generate, and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to move people away from negative choices and in more positive directions, thereby creating the conditions for new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.
As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert B. Cialdini extracts from this formidable body of work the six universal principles of influence–those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are:
- Reciprocation. People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first.
- Commitment/Consistency. People are more willing to be moved by a leader if they see the change as consistent with commitment they have previously and publicly made.
- Authority. The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered.
- Social Validation. People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it.
- Scarcity. People find recommended opportunities more attractive to the degree that a leader can honestly position them scarce, rare, or dwindling in availability.
- Liking. People say yes to the leaders they like.
Dr. Cialdini’s presentation illustrates how these six principles have been and can be harnessed to meet specific influence objectives. Dr. Cialdini emphasizes the nonmanipulative use of the principles so that those who are influenced feel personally committed to the new direction and to their relationship with the leader. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And it is only in this fashion that it can enhance a lasting sense of partnership between those involved.
Building Trust Through Influence
It is through the influence process that we generate and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to move people away from negative choices and in more positive directions, thereby creating the conditions for new change opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.
In this presentation, Dr. Robert B. Cialdini first describes the six universal principles of influence—those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are: Liking, Authority, Consensus, Scarcity, Reciprocation, and Consistency. Dr. Cialdini’s presentation next focuses on how the first three of these principles have been and can be harnessed to meet specific, mutually beneficial objectives by building trust. Throughout, Dr. Cialdini emphasizes the ethical use of the principles so that those who are influenced feel personally committed to the change and come to trust (appropriately) that their advisor/partner will continue to counsel them correctly. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And, it is only in this fashion that it can enhance a lasting sense of partnership between those involved in the exchange.
The Small BIGs of Successful Social Influence
Since publishing multiple books on the topic, Dr. Robert Cialdini has been frequently asked to speak to audiences about the principles of persuasion that scientific research indicates are most likely to spur others to change. In those presentations, something has emerged that invariably captures audience attention to a remarkable degree: If, while describing one or another of these psychological principles, Dr. Cialdini says, “Now, I’m going to give you something really small that you can do to make this principle work in your behalf,” the room changes immediately. Bodies incline forward, faces lift to the stage, and pens hover above notepads.
It’s understandable. Audience members are responding to an attractive return-on-investment proposition. It’s one that’s likely to be of enormous value in their increasingly time-challenged, busy lives—a minor investment of time or energy that will lead to disproportionate returns in all sorts of daily arenas. After all, to achieve most professional and personal goals, people need to be influential in their interactions with others; and reliable shortcuts in that pursuit are like found gold. In addition, these “small BIGs” are attractive because they require little expense or effort to implement—often involving nothing more than the change of a word or two in a communication—which makes them more likely (than big procedural changes) to be actually performed.
In this new presentation, Dr. Cialdini focuses on a set of small alterations that individuals can make to their persuasive attempts that research shows are likely to produce significant increases in their persuasive success. In the process, he illustrates the four forms that “small BIGs” can take: small adjustments to (1) words, (2) actions, (3) images, and (4) environments that can all produce outsized persuasive impact. Finally, he stresses how individuals can employ such adjustments not only effectively but ethically as well to ensure the cultivation and enhancement of long-term, mutually beneficial relationships.
Pre-Suason: Frontloading the Process of Persuasion
As a kind of secret agent, Dr. Robert Cialdini infiltrated the training programs of a broad range of professions dedicated to changing behavior in others — management, marketing, sales, advertising, fundraising, and recruiting. He wanted to see if he could register, not just what influence professionals in general did to succeed, but what the best of them did. A common pattern emerged: Compared to their less successful counterparts, the highest achievers spend more time crafting what they do and say before making a request. There’s a critical insight here for anyone who wants to be more influential. The best persuaders become the best through Pre-suasion—the process of arranging for recipients to be receptive to a message before they encounter In this program, Dr. Cialdini illustrates how the Pre-suasion process works and how it can be used in your organization. For example, he presents evidence showing that:
- Congratulating individuals on their movement toward a goal—by beginning with a specific word—significantly increased the speed with which they reached the final
- Placing a particular image on the landing page of a website elevated visitors’ preference for purchasing more expensive items there.
- Greeting customers with a small gift (of a surprising sort) as they entered a retail environment generated 24% more purchases.
- Before beginning a brainstorming task, locating to a room with a special type of physical feature greatly improved a team’s creativity.
- Prefacing a request to try an unknown product with a critical question more than doubled compliance.
Just as importantly, he describes how program participants can employ the power of Pre-suasion, ethically, to become more influential both professionally and personally.
“Robert Cialdini, through his intensive research, has clearly shown that it is possible to increase the efficiency and effectiveness of persuasion to bring about amazingly positive results.”
– Regional Executive Partner, KPMG Global Markets Asia Pacific
“This program will help executives make better decisions and use their influence wisely… Robert Cialdini has had a greater impact on my thinking on this topic than any other scientist… The best popular book that demonstrates six or eight ways in which the quirks of your own mind will frequently prove dysfunctional to your best interests is Cialdini’s Influence.”
– Vice Chairman, Berkshire Hathaway, Inc.
“It is a pleasure to work with such a famous athlete who delivers such a relevant and motivational message. Jim Abbott represents the kind of role model we would like to see in all of our professional athletes.”
– George Klaus, Chairman, President and CEO of Epicor Software, Epicor
“Bob Cialdini is the most brilliant student of influence and negotiation I’ve encountered. If everything were on the line in a negotiation, I can’t think of anyone I’d rather have advising me.”
– The Tom Peters Group