On today’s episode, Clay is joined by Dr. Robert Cialdini to discuss Charlie Munger’s favorite book – Influence: The Psychology of Persuasion. Dr. Cialdini is a New York Times Best Selling Author of Influence and Pre-Suasion. He is also CEO and President of Influence at Work where they focus on ethical training, corporate keynote program, and the Cialdini Method Certified Trainer program. He received his PhD from the University of North Carolina and post-doctoral from Columbia University. In acknowledgment of his outstanding research achievements and contributions in behavioral science, he is frequently regarded as the “Godfather of Influence.” IN THIS EPISODE YOU’LL LEARN: 00:00 - Intro 01:53 - The story of what led Charlie Munger to give a Berkshire A share to Dr. Cialdini. 03:57 - How Buffett and Munger use reciprocity to enrich the world and themselves. 10:36 - What Cialdini learned in his personal interactions with Munger. 18:55 - How the commitment & consistency bias can affect us as investors. 23:04 - How we can utilize the principles of Influence in an honest and ethical way. 26:28 - Why trust is at the foundation of all great business relationships. 40:23 - Why the principle of scarcity is so powerful even in a world full of abundance. 58:54 - How we can guard ourselves against the liking bias when assessing management. Disclaimer: Slight discrepancies in the timestamps may occur due to podcast platform differences. BOOKS AND RESOURCES Join the exclusive TIP Mastermind Community to engage in meaningful stock investing discussions with Stig, Clay, Kyle, and the other community members. Check out Influence at Work & the Cialdini Institute. Dr. Cialdini’s books: Influence, Pre-Suasion, Yes!: 50 Scientifically Proven Ways to Be Persuasive Related Episode: MI091: Warren Buffett’s #3 & Charlie Mungers #1 Business Book Of All-time w/ Robert Cialdini | YouTube Video Related Episode: TIP022: Influence – Robert Cialdini’s Psychology Of Persuasion w/ Preston & Stig | YouTube Video Follow Robert on Twitter. Follow Clay on Twitter. Check out all the books mentioned and discussed in our podcast episodes here. NEW TO THE SHOW? Follow our official social media accounts: X (Twitter) | LinkedIn | Instagram | Facebook | TikTok. Check out our We Study Billionaires Starter Packs. Browse through all our episodes (complete with transcripts) here. Try our tool for picking stock winners and managing our portfolios: TIP Finance Tool. Enjoy exclusive perks from our favorite Apps and Services. Stay up-to-date on financial markets and investing strategies through our daily newsletter, We Study Markets. Learn how to better start, manage, and grow your business with the best business podcasts. SPONSORS Support our free podcast by supporting our sponsors: River Toyota Range Rover Fundrise AT&T The Bitcoin Way USPS American Express Onramp SimpleMining Public Vacasa Shopify HELP US OUT! Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we really appreciate it! Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://theinvestorspodcastnetwork.supportingcast.fm

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“What did the council decide on item 42?” — answered with the speaker and the moment.