Scarcity and loss aversion drive action

The Godfather of Influence, Dr. Robert Cialdini, reveals best- and worst-practices for deploying the seven universal principles of influence. 

— YOU’LL LEARN — 

1) The five words that doubled a student’s persuasiveness 

2) How to masterfully and disasterfully employ each of the seven principles of influence 

3) The easiest way to lose someone’s trust 

Subscribe or visit AwesomeAtYourJob.com/ep664 for clickable versions of the links below. 

— ABOUT ROBERT — 

Dr. Robert Cialdini is the author of Influence and Pre-Suasion. He is the thought leader in the fields of Influence and Persuasion.  And, he is a three-time New York Times Bestselling author with over 7 million books sold in 44 languages. 

Dr. Cialdini received his PhD from University of North Carolina and post-doctoral training from Columbia University. He holds honorary doctoral degrees (Doctor Honoris Causa) from Georgetown University, University of Social Sciences and Humanities in Wroclaw, Poland and University of Basil in Switzerland. He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. In acknowledgement of his outstanding research achievements and contributions in behavioral science, Dr. Cialdini was elected to the American Academy of Arts & Sciences and the National Academy of Sciences. His work and books have been featured in the New York Times, Forbes, Inc., Psychology Today Magazine, and on the PBS Newshour, Bloomberg, CNN, BBC, New York Times, MSNBC, CNBC, CBS, and many more outlets and shows. 

Dr. Cialdini is a highly popular keynoter and is often referred to as the Godfather of Influence.  For more on Robert Cialdini and his life’s work, visit: https://www.influenceatwork.com/. 

• Robert’s book: Influence, New and Expanded: The Psychology of Persuasion 

• Robert’s book: Pre-Suasion: A Revolutionary Way to Influence and Persuade 

• Robert’s website: InflueceAtWork.com 

— RESOURCES MENTIONED IN THE SHOW — 

• Study: “A Relational Obligations Approach to the Foot‐In‐The‐Mouth Effect” by R. Kelly Aunel and Michael D. Basil 

• Study: “Sweetening the Till: The Use of Candy to Increase Restaurant Tipping” by David B. Strohmetz, Bruce Rind, Reed Fisher, and Michael Lynn 

• Study: “Observational Learning: Evidence from a Randomized Natural Field Experiment” by Hongbin Cai, Yuyu Chen, and Hanming Fang 

• Article: “Create intimacy with consumers or donors: Ask for their input” 

• Article: “The Power of the Word ‘Because’ to Get People to Do Stuff” 

• Book: "The Hidden Persuaders" by Vance Oakley Packard 

• Miniseries: The Queen’s Gambit 

• Comedy Routine: John Mulaney’s Dad Orders One Black Coffee 

— THANK YOU SPONSORS! — 

• Creatives on Call. Accesss 15,000 brilliant marketing and creative professionals at CreativesOnCall.com/AWESOME.

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