Robert Cialdini: The godfather of influence tackles negotiation

Stan has an insightful discussion with Robert Cialdini, a renowned professor at Arizona State University and author of the best-selling book, 'Influence'. In this episode, we explore the principles of influence and how they can be applied in various aspects of life, from personal relationships to business negotiations. Robert Cialdini shares practical tips on building rapport, the power of reciprocity, social proof, authority, and the importance of preparation. Learn how small changes in your communication can lead to significant differences in outcomes and discover techniques to enhance your persuasive abilities ethically and effectively. Whether you're looking to improve your negotiation skills or simply want to understand the science behind influence, this episode is packed with valuable insights.Read Robert's books: Persuasion- https://bit.ly/4lZ29KLPresuasion- https://amzn.to/443BK7Z Michael Lewis' Book - https://bit.ly/4cSpV6Y00:00 Introduction to Influence00:25 Meet Robert Cialdini01:16 The Intersection of Influence and Negotiation02:00 Principle of Liking07:45 Principle of Reciprocity14:06 Principle of Social Proof16:56 Principle of Scarcity23:30 Principle of Authority26:12 Evaluating Authority and Implementation26:44 The Power of Commitment: The Chicago Restaurant Story28:58 Handling Stubborn Opinions with Concentrated Listening33:12 The Importance of Preparation in Negotiation36:11 Priming: Setting the Stage for Influence45:28 Ethical Influence and Teaching Strategies