Dr. Robert Cialdini
speaker
175 appearances
1 recordings
1 series
first heard Jun 2026
last heard 30 Jun
Dr. Robert Cialdini’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Jun 2026 with 1.
Appearances
Well, thank you.
I'm pleased to be with you, Lynn.
It is, and I think part of the reason that it seems unusual that even I, who studies the influence process, would be swept by them from time to time, I still am, is how primitive they are.
By that I don't mean primitive in the derogatory sense of crude or brutish.
I mean fundamental.
I mean elemental to the way we function.
They are the things that have evolved over eons and that we are socialized into that lend themselves to assent.
The things that lead us to choose to say yes to requests or proposals or recommendations.
One of the things that we've learned about human behavior that exists in all human cultures, there's not a single society that fails to train its members from childhood in this rule, and that is that we are obligated to give back to others who have first given to us.
One study that was done in restaurants showed that if a server
Puts on the tray with the bill at the end of the meal.
Again, all the merits of the case have already been decided.
The food has been ordered.
It's been prepared.
It's been served.
It's been consumed.
It's been cleared.
All of that is done if the waiter puts...
a mint on the tray for each diner, the server's tip goes up 3.3% because people give back to those who have given to them, even something as small as a mint.
Now, the researchers showed that if the server put two mints on the tray for each diner, tips went up 14%.
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