Dr. Cialdini’s Topics:
Influence During Times Of Uncertainty
In today’s uncertain environment, the need for simultaneously effective and ethical influence is necessary, pertinent, and now more vital than ever to our success. During this profound presentation, Dr. Robert Cialdini briefly reviews six research-based universal principles of influence, but focuses on those principles that are most effective during conditions of uncertainty and that leaders can employ to bring about positive and lasting change among individuals located both inside and outside their organizations.
Dr. Robert Cialdini, author of the ground-breaking book, Influence, and co-author of the New York Times best-seller, Yes! 50 Scientifically Proven Ways To Be Persuasive, is your guide in translating highly relevant but poorly-understood scientific research into practical business applications.
Leadership Through the Power of Persuasion
It is through the influence process that we lead, generate, and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to move people away from negative choices and in more positive directions, thereby creating the conditions for new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.
As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert B. Cialdini extracts from this formidable body of work the six universal principles of influence–those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are:
- Reciprocation. People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first.
- Commitment/Consistency. People are more willing to be moved by a leader if they see the change as consistent with commitment they have previously and publicly made.
- Authority. The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered.
- Social Validation. People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it.
- Scarcity. People find recommended opportunities more attractive to the degree that a leader can honestly position them scarce, rare, or dwindling in availability.
- Liking. People say yes to the leaders they like.
Dr. Cialdini’s presentation illustrates how these six principles have been and can be harnessed to meet specific influence objectives. Dr. Cialdini emphasizes the non-manipulative use of the principles so that those who are influenced feel personally committed to the new direction and to their relationship with the leader. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And it is only in this fashion that it can enhance a lasting sense of partnership between those involved.
Influence: The Ultimate Power Tool
What does scientific research tell us about the persuasive approaches that make people most likely to say yes to requests? How can we use this research ethically and effectively?
Weaving compelling stories with evidence-based statistics, Dr. Cialdini makes this program memorable and immediately applicable. Here, he identifies and explains the six universal principles of persuasion that move others toward yes. Participants receive answers to such questions as:
What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return? When others are sitting “on the fence”, which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.
Used correctly and ethically, these scientifically-tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?
Videos:
Dr. Cialdini’s current Demo Reel
About Robert Cialdini, PhD:
Dr. Robert Cialdini has spent his entire career conducting scientific research on what leads people to say “Yes” to requests. The results of his research, his ensuing articles, and New York Times bestselling books have earned him an acclaimed reputation as a respected scientist and engaging storyteller.
His books, including Influence and Pre-Suasion, have sold more than seven-million copies in 44 different languages.
Dr. Cialdini is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Six Principles of Persuasion have become a cornerstone for any organization serious about effectively increasing their influence.
As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science into valuable and practical actions. His on-stage stories are described as dramatic and indelible. Because of all of this, he is frequently regarded as “The Godfather of Influence”.
Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. 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 in 2018 and the National Academy of Sciences in 2019.
Dr. Cialdini is President and CEO of INFLUENCE AT WORK.
His clients include: Microsoft, Cisco Systems, Kimberly-Clark Corporation, Bayer, KPMG, AstraZeneca, Twitter, MDRT, Merrill Lynch, Nationwide Insurance, Prudential, Kimberly-Clark, Harvard University – Kennedy School, The Weather Channel, NATO, Novo Nordisk, RE/MAX, Wells Fargo, SXSW, Blue Cross Blue Shield, BAE Systems, Northwest Mutual, World Economic Forum, World Knowledge Forum, Allianz, SAP, Gartner, Sutter Health, MENSA, Pacific Life Insurance, London Business Forum, Thomson Reuters, Ogilvy and London School of Economics
Media coverage of Dr. Cialdini and his research include: Dateline NBC, CNBC, CNN, ABC, PBS, the Washington Post, On Wall Street, Forbes Magazine, Business Week, the Chicago Tribune, the Los Angeles Times, USA Today, The New York Times, Harvard Business Review and Fortune Magazine.
Testimonials:
“Dr. Cialdini was a perfect fit for our event. He and his team were incredible to work with leading up to the event and they delivered as promised, and more! Dr. Cialdini was polished and professional on stage, delivering a message tailored to our audience, and was gracious and kind to our attendees following his presentation.” – Nexstar Network
“Dr. Cialdini was the top speaker we’ve ever had…in or out of the organization. They loved him.” – KPMG
“After Dr. Cialdini’s program, the noise of praise was almost deafening.” – Shea Homes
“Dr. Cialdini’s ability to make the science of influence understandable and immediately usable is only exceeded by his contagious knowledge and passion for the subject.” – Kaiser Permanente
“He blew everybody away. They were thrilled. In fact, afterwards one of our lead people pulled me aside and said he came into this program thinking he had been oversold about Dr. Cialdini’s effectiveness. He admitted he was wrong, and ended up taking 6 pages of notes on ways he can apply this information immediately to his work. And yes, you can quote me on this.” – Bose Corporation
“Our Fortune 1000 executive attendees embraced Dr. Cialdini’s thought-provoking principles and scored him in the top percentile of speakers at the Alexander Group’s Annual Chief Sales Executive Forum. That’s significant given our discerning audience who set the bar consistently high!.” – The Alexander Group
“If you have a choice, don’t miss the opportunity to expose your people to this man. His work, his science, his ethics and his method for putting it all together are an experience you can’t’ get elsewhere.” – Novo Nordisk
“Along with Malcolm Gladwell and Guy Kawasaki, Dr. Cialdini is one of the highest-rated speakers we have ever had.” – Pubcon
“Because this was a rather long program, we expected only 90% of the people to return after the break, but after the break we had 104% show up. Thank you Dr. Cialdini.” – Association of Governmental Risk Pools
