This week, I am delighted to welcome a legend in the field of persuasion and influence, Dr. Robert Cialdini. His best-selling book Influence has sold over two million copies and has been translated into 27 languages. He is currently Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Bob’s latest book, co-authored with Steve J. Martin and Noah Goldstein, is The small BIG: small changes that spark big influence. It’s a great compilation of 52 chapters, each describing a seemingly small change that has an outsized effect on results. Naturally, with this trio of persuasion scientists as authors, each of the examples is backed up by research.
I’ve had the pleasure of meeting Bob a few times at conferences, and I was extremely pleased when he generously agreed to share some time with our Brainfluence Podcast listeners. This is one episode you won’t want to miss!
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On Today’s Episode We’ll Learn:
- Are the famous Six Principles of Persuasion still enough?
- Whether it’s better to throw out a price first when negotiating, or wait.
- The tiny wording change that caused a big jump in UK taxpayer compliance.
- How restaurants design their menus to influence your choices.
Note about Amazon.com and The Small Big: At the time of publication, Amazon.com and Hachette, the book’s publisher, were engaged in an ongoing dispute over the way books, and eBooks in particular, are priced. Even though I’m an Amazon Prime customer and can get nearly anything Amazon sells delivered in 48 hours, my delivery time for the hardcover version of The Small Big was showing either “out of stock” or 2-3 weeks for delivery. For that reason, I’m including an alternate link to Barnes & Noble’s site.
Amazon: The small BIG: Small Changes that Spark Big Influence by Dr. Robert Cialdini
Kindle: The small BIG: Small Changes that Spark Big Influence by Dr. Robert Cialdini
Barnes & Noble: The small BIG: Small Changes that Spark Big Influence by Dr. Robert Cialdini
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