Inside Influence Report

By Steve Martin, CMCT (not that Steve Martin)automobiles

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.

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By Steve Martin, CMCT & Noah Goldstein, PhD.Paper Fortune Teller

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?

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resolutionkindle fire

 

 

 

 

 

 

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”

Commitments that are made public create more lasting change. The more public, the stronger the sense of commitment, and thus the more likely you are to stick with your commitment.

To that end, we are hosting a Twitter contest to increase the likelihood you will see your resolutions through to the end of 2015 and beyond.

Simply tweet your resolution using the hashtag, #CIALDINI2015 and you will be entered into a random drawing to win a Kindle Fire HDX.

The contest starts now and runs until midnight January 15th, 2015 PST.  The winner will be announced on January 16th!  Good luck!

 

 

 

 

By:  Steve Martin, CMCT

iStock_000006595143SmallPersuasion 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.

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bullies

 

 

 

 

 

By:  Steve Martin, CMCT

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:

1. Making effective decisions efficiently

2. Affiliating with and gain the approval of others

3. 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.

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By:  Steve Martin, CMCTthesmallbig-book-smaller

In the recently published book THE SMALL BIG co-authored by Robert Cialdini, Noah Goldstein and myself, we make a bold claim. Despite there being hundreds, perhaps thousands, of individual persuasion strategies used across the workplace, nearly all of the techniques that have been scientifically demonstrated to successfully change the thoughts, perceptions, and behaviors of others gain their persuasive power by leveraging just one of three simple underlying human motivations;

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“We’ve had Dr. Cialdini speak to ERA three times. Because of his depth of knowledge and passion for relating the ethical business applications, he was the top rated speaker of at each of these events. He is a critical business asset.”
Ms. BRENDA W. CASSERLY, President and CEO, ERA Franchise Systems, Inc.

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