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Many of us make New Year’s resolutions because…it’s a new beginning. As a matter of fact, research shows that we make more new commitments or start more new projects at the beginning of the year, the begging of the month or even the beginning of the week.
This article is a classic. Too often people think the Principles of Persuasion are just for business. This article by Charlotte Phillips from THE TELEGRAPH in 2008 explains it all... read here.
Many sales professionals have excellent instincts about what matters to their prospects and how those motivations tie in with buying decisions. Others rely more on training than instinct, and have developed effective techniques based on scientific research and thousands of closed sales.
Started in 2008, the Robert B. Cialdini Award recognizes the author(s) of a publication that uses field methods and demonstrates relevance to outside groups. This award is designed to recognize the publication that best explicates social psychological phenomena principally through the use of field research methods and settings and that thereby demonstrates the relevance of the discipline to communities outside of academic social psychology within a given year at the SPSP Annual Convention.
By Steve Martin, CMCT (not that Steve Martin)
What sort of business traveler are you? Are you the sort who likes to keep yourself to yourself, who welcomes the solitude that an hour or two in an aircraft offers—to catch up on paperwork, read or, just be alone with your thoughts without the interruptions that typically blight your busy day?
Or are you a more social traveler? Someone who seeks out connections with others, always alert to the possibility of meeting interesting new people. People who, if you’re lucky, might turn out to be useful business contacts in the future.
At first glance, little appears to differentiate Berkshire Hathaway annual stockholders reports from other major corporations’. (Except perhaps the results – a $1000 investment in Berkshire stock in 1965 is worth around $200,000 today).
A closer look reveals something almost hidden in plain sight in the letter to the stockholders, trading commentary, and other financial information. Even in years in which Berkshire has been more successful than imaginable, often the first few pages of Warren Buffet’s Chairman’s report will draw the shareholders’ attention to a snag, strain or shortcoming that has occurred that past year.
In a reputation-obsessed world, too often we present only positive attributes and strengths while sweeping flops and failures under the rug. Mr. Buffet, instead, draws attention to a downside early in his address. Does he have it wrong?
We want to help our followers keep their New Year's resolutions using one of the Six Principles of Persuasion.
The Principle of Commitment & Consistency states:
“Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment”
Persuasion researchers have consistently demonstrated that the most successful strategies that influence the decisions and behaviors of others gain their persuasive strength by triggering one of just three simple human motivations:
1) The motivation to make effective decisions efficiently.
2) The motivation to affiliate with and gain the approval of others.
3) The motivation to see ourselves in a positive light.
In two previous INSIDE INFLUENCE REPORTS, I reviewed the first and second of these motivations and provided examples of the small changes that can activate them. In the third part of this series of articles I’ll take a closer look at the third of these motivations; the need to behave in ways that allow us to be seen in the best possible light.
In last month’s post we claimed that, despite an abundance of strategies used to influence the decisions and behaviors of others, researchers have found that the most successful strategies gain their persuasive strength by triggering one or more of three simple human motivations.
These motivations are:
- Making effective decisions efficiently
- Affiliating with and gain the approval of others
- Seeing ourselves in a positive light
For this month’s IIR let’s take a closer look at the second of these, our motivation to affiliate with, and gain the approval of others.