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Robert Cialdini- The 6 Principles of Influence
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- Опубліковано 17 чер 2013
- Dr. Robert Cialdini will be the Keynote Speaker at AADPA's Annual Meeting, Wednesday thru Saturday, March 5-8, 2014 at the Hyatt Regency Indian Wells Resort & Spa, Palm Springs, CA.
Dr. Cialdini's presentation at AADPA will be titled "Moments of Power". Please view this video to get a flavor of Dr. Cialdini's unique passion.
Liking. Scarcity. Authority. Consensus. Consistency. Reciprocity.
YOU are the greatest!!
i love this. The 6 principles of Influence and he only tells us 4 principles...
He went over Reciprocity, Consistency, Consensus (which he calls "Social Proofs" elsewhere, and Edward Bernays called them "Social Norms"), and Scarcity (probably the most debatable one on the list). The two that he left off were Authority because we presume that someone in positions of authority knows better than us (this is why the CIA targets politicians, teachers, preachers, law enforcement, corporate officers, etc.), and "Liking" - we tend to trust people who we admire or like; hence, why sports stars and movie stars endorse products. If he likes that product, perhaps I will too! In the context of the CIA, they're NOT called "principles," but rather "triggers" because we all train OURSELVES to respond to these triggers. We all attempt to remain consistent, and it's tasteful and respectable to reciprocate in kind... scratch my back, I'll scratch yours! Of course, social norms is why they added laugh tracks to television shows, it reinforces our interpretation of the joke... it was indeed meant to be funny... mean, but funny. We also check the room to see if we're over-dressed or under-dressed if we're unfamiliar with the ceremony or coterie we find ourselves socializing with for the first time.
My son was doing a Cub Scout fundraiser. I had recently read Dr Cialdini's book, Influence, the Psychology of Persuasion and realized that people may not have been interested in buying overpriced popcorn in front of a grocery store that they could just go in and buy essentially the same thing at a fraction of the price, so I told my son, and the other Cub Scouts that if/when the person says no thank-you, they should then ask him or her if they would just like to make a donation to our pack. The principle from the book indicated that people don't like to say no, so they are more likely to say yes to something less, after they've said no to something bigger. (the example in the book was a him buying tickets to a Scout Circus or buying two Chocolate Bars). If I recall, our Pack's portion of the proceeds of the popcorn was just a few dollars when it was sold and the average donation was a few dollars. So, essentially, our Cub Scout Pack got the same amount that we would have if we had sold the popcorn and we still had the popcorn to sell to someone else.
Another story . . . I first read the book1 week after I had bought a new car. As I was reading it I recognized that the salesman had used several tactics on me--some worked--some didn't.
1. reciprocity 2. commitment 3.consensus 4. persuasion
RECAP4ME
*BOOK*
- BOOK TITLE : "Influence : Science and Practice" by Robert B. Cialdini
- PDF BOOK SUMMARY : www.bigjump.com.au/wp-content/uploads/2017/06/The-6-Principles-of-Influence-by-Robert-Cialdini.pdf
- PDF BOOK FULL : the420formula.com/new/headshop/books/pdfs/influencecialdini.pdf
*SIX PRINCIPLES*
- Robert identifies 6 (universal) principles of Influence
- note: 6 principles are implemented as 100s of variants (as tactics / techniques)
- People want to be influenced who are "genuine"
- People want to NOT BE influenced who are "not genuine" ie manipulators / fabricators
1. Reciprocation 0:50 - desire to give back to someone who has given to us / create an obligation
2. Scarcity 1:22 desire to have those things that are dwinding or limited in availability / when presented with something going to be scare we want it
3. Social Proof 2:17 - desire to be guided by the people around us whether to do what everybody (follow group) else is doing or to do what one person is doing (follow a leader)
4. Commitment & Consistency1:44 - desire to be committed to values (if someone says they will they will). Desire to be consistent with ones internal values
5. Liking ? - desire to be influenced by people we like / we are attracted too
6. Authority ? - desire to follow an authority on a subject.
An authority demonstrates slightly faster than normal speech (hence an influencer).
Anyone who speaks really fast is dismissed (not an authority hence not an influencer)
*EXAMINE BOTH SIDE OF THE INFLUENCE PROCESS*
- The Influencer vs The Influenced
- The Influencer uses : Influence (4GOOD) vs Persuasian (4GOOD) vs Manipulation (4BAD)vs
- The Influenced uses : Susceptibility (4GOOD? 4 BAD?)
- GOOD techniques use "genuine info" with honesty and truth
- BAD techniques use "fake info" with deceit and lies
Awe I see now....I've just realized that my boss have been using this principles with me all this time. Simple but yet so effective. He's in for a surprise.
Very powerful message by Cialdini. The last particular example of the littering + Native American is spot on. Even myself just imagining the commercial, I immediately felt a much greater impact by the second example (littering in a pristine area) was much more significant in terms of impact and the message.
Get his books into your head and keep them there. You only have room for so many, and these are fun-da-mental!
R.I.P. headphone users
lol
Lmfao..
No kidding! How can this guy know so much about psychology and be so clueless about psychoaccoustics?
dead ha haaaaaaa
Bluetooth speaker too goddamn!!
People don’t care how much you know until they know how much you care.
Cialdini is a true genius. His books are extremely instructive.
These are all great principles! One of the biggest ones I feel is to take up a universal problem and solve it. That creates unshakable confidence and trust in the person who does that. Like the way the Medici built the dome of the church which nobody could in their times. The best brands build influence the same way. Apple saved people from becoming mechanical computer operators. Tesla is doing the same today. Gandhi freed a nation. And what powers this approach is an insight into technology (science or communication or politics) that no one else has!
If you watched very closely Dr. Cialdini actually used some of the influence principles to influence you that his principles are valid haha
Can you elaborate?
+JLS instilling A sense of authority instilled throughout the video. By the means of: low volume speaking making him seem more trustable, speaking slightly more rapidly making him seem more creditable,. Art of Consensus: connecting with his audience because he's speaking on a topic we're all obviously interested in (you wouldn't be watching if you weren't). Art of Reciprocity: Giving us information so we feel the need to give back, in this case adding to his creditability via praise. Etc.
Abdinoor ² Well stated. Reciprocity is the one I usually fail to miss at the conscious level.
Thomas Coy True perception lies within the subconscious. Thats why many fail to see some of these principles of influence on a conscious level; rather, they internalize it subconsciously, and reciprocate consciously. Psychology's a wonderful game, fascinating really.
+Thomas Coy Yep :) And watching us straight into the eye almost without blinking :)
I always feel dirty using influence, and am always skeptical of people who use it. I really like the part where he breaks down that influence isn't I hesitantly bad. I think I'm a good person and wouldn't try to sale snake oil or anything, so feel more comfortable using these tactics as weapons of good, and not evil.
Reciprocity is something that can be used for good. Being kind and giving to everyone is good, and also benefits you, in that incase your in trouble in the future, the person you helped will feel obliged or most likely help you. A lot of this stuff if used in marketing. Successful people understand how to deal with others. Hope this helps you.
I think Robert Cialdini's work in Influence: The Psychology of Persuasion is a great segue into Dan Ariely's "Irrational" book, as well as work in autonaticity by psychologist John Bargh.
Thank you for this. What do you think of Street Epistemology? I would like to try to deprogram someone away from Fox News and Qanon mind control but this person is also heavily religious which I think is less of a pressing concern.
Cialdini s a genius !
It's on point
Great info 🎉 Thank you 🙏🏽 ❤️
Shout out to Ryerson MKT 400
5 years later, same assignment . . . .............
@@performa1 say word mandems working on it last minute still
Dear Sir, Can you please make audible version of robert cialdini influence the psychology of persuasion?
Keep making more videos! Thanks! Quint Lears - New Home Sales
NEW HOME SALES you have vested interest with this person is clear. But you are overdoing it.
Authority and Liking are the other 2
I noticed Robert only gives out 4 principles in this video!
Thank you so much sir 😄
awesome sir. thank you very very much.
I prefer the book "The 21 Laws of Persuasion"
Great 👍
"The message in hotels caused a 28% increase in complicity!"
"I have never ever seen one of these messages used in a hotel"
Wat
God that sound quality though
Nice video, but I have to differ when it comes to speed at which a person speaks. For instance just by your speed alone, I feel you are pushing something that I have limited time to buy, yet when I slow the video down I dont feel so rushed to make a decision on the validity of what your saying.
This guy plastic surgeon pulled his face back so tight, I don't know when he is serious or laughing.
Godzilla!
same here
crazycashlarry Gojira
do this...... cooperate with this.....
listen attentively from 4:05 - 4:08
i did..what's so important about that section?
@@weetzybat I think the person was being a wiseguy and seeing if they could influence you to do something!! SMILES :)
11:40 Ben Shapiro
Furioclasse Is a fraud.
I actually just posted my summary and review of the book Influence, which contains these concepts. I'd love for you to check it out, and let me know your thoughts on my thoughts.
@Hassan Hamza Thank you!
Recording bothers my ears 👂🏼
awerthn
Dont you love influence.
We should listen to torr. He's an autorrity on the subject.
thank you botox man
I love his findings...but I readily admit when I first saw him I thought your plastic surgery negates the message. 😕
starpause stop judging people then you might have success in life
You told me that you studied how to get people to say yes, by acting frienldly in order to sell them products. Preferably a rare ones. Then gave a very good differentiation between manipulation and influence. Then added some good intentions like recycling. Its hard for me to know whether you have good intentions or not based on the things you say. In some of your facial expressions you seemed to be letting out your true self, as if to somebody who already understands you. Like when you said, "…a priority I have in my life". But your a Prof. of Psychology. How do I know your not faking?
13:15 lol wtf
Terrible audio. Clean that up.
In other words learn how to be a con-artist or how to spot a con?
Yeah, my wife read his book a couple of years ago, and ever since she no longer feels stressed by the gimmicks sales people often employ. At its core, these 6 areas are fundamental shortcuts humans have evolved to use in order to help us survive and make better decisions. But it's sort of like the principle of compounding interest. Those who understand it profit by it. Those who don't understand it often become slaves to it.
He tried hard to help the HRC campaign in 2016.
....Geez I learned so darn much...NOT !