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
We had asked people as well, just for that small request, would you be willing to just walk up without the larger one?
If we did that, we got 33% of the people said, yes, I will do it.
But if we started with the large request and then retreated to the small request, smaller request, it wasn't a small request, but it was smaller.
55% show up at the blood center.
In both instances, I would use competition.
That is to say, if you're the seller, you can honestly tell people how many others have been looking at the house and how many real estate agents have called you about it and so on.
Give them honest information that there are others looking.
who are interested in this so you have two things working for you there one is social proof a lot of other people are interested in the house and you have scarcity you might lose it all right you have the loss aversion in the case of the buyer you honestly say we're looking at several places and we want to choose the one that would give us the best overall deal
So now the seller is in competition against other sellers and has to recognize that they have to sharpen their pencil and provide a better offer than these others might.
In both cases, if you do that honestly, you've invoked the rule of scarcity and competition for scarce resources.
Here's the biggest mistake I see people making when they try to be influential, when they try to be more persuasive.
They try to identify a favorite strategy, a favorite approach that they can take.
They ask me, so what's the strongest, what's the most powerful, what's the best procedure I should use to get people to move in my direction?
Well, I answer that by describing a research program that a colleague of mine initiated.
He's a marketing professor.
To find the single most effective influence approach, the one that works across the widest range of situations and so on, that will be most effective because it's the most powerful.
I saw him at a conference and he said, how's it going with that?
He said, well, I found it.
I found the single most effective influence approach.
It is not to have a single influence approach.
Showing 121–140 of 175 · page 7 of 9
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