164. Rethinks: Using "Pre-suasion" to Influence Others

Think Fast Talk Smart: Communication Techniques

Think Fast Talk Smart

Communicating, Influence, Career Skills, Career, Business, Education, Leadership, Careers, Communication, Career Growth, Public Speaking, Language Learning, Improv

4.7 • 711 Ratings

🗓️ 15 October 2024

⏱️ 29 minutes

🔗️ Recording | iTunes | RSS

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Summary

The inner workings of social influence and persuasion.

Want to change someone’s mind? First, explains Robert Cialdini, you have to change their framing.

For Cialdini, the Regent's Professor Emeritus of Psychology and Marketing at Arizona State University, persuasion begins before we even deliver our pitch or presentation. Through what he calls “Pre-suasion,” communicators can prime audiences to receive messages in a specific way, simply by drawing their attention in specific directions.

“It involves focusing people on—putting them in mind of—those motivators before they encounter [them] in the communicator’s message,” Cialdini says, “bringing people’s focus of attention onto something that is nested in the message…before that message is delivered, so they have been readied for the concept.”

In this episode, Matt Abrahams and Cialdini talk about the motivating power of FOMO, getting better advice from others, and how your next wine purchase could be influenced by what music is playing in the shop.

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Chapters:

(00:00) - Introduction
(02:59) - Persuasion and Pre-suasion
(06:20) - Priming and Framing in Pre-suasion
(09:01) - Understanding Scarcity
(11:51) - The Unity Principle
(15:07) - Social Proof and Influence
(20:27) - The Role of Language in Persuasion
(23:26) - The Final Three Questions
(27:52) - Conclusion

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Transcript

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0:00.0	Hi, Matt here. You've invested in your education to grow, advance, and unlock new career opportunities.
0:07.0	But here's the challenge. How do you position yourself to stand out in a competitive job market?
0:13.0	It's not just about what you know. It's about how much you communicate your value, build strategic relationships, and take decisive action.
0:21.7	That's where today's sponsor, Strawberry.me, career coaching, comes in.
0:26.2	They match students and professionals with certified career coaches who will help you refine
0:31.1	your personal brand to confidently articulate your skills and experiences,
0:35.3	to develop a results-driven strategy and stay accountable so you
0:39.8	follow through on networking, applications, and negotiations. Because knowing what to do is one thing.
0:46.4	Having a coach to push you forward, that's how you create real momentum in progress.
0:51.9	Visit strawberry.m.m.m. TFTS and claim your $50 credit. That's strawberry.
0:59.0	dot me slash TFTS.
1:02.0	Hi, Matt here. If you think about it, most of our communication attempts to influence and persuade others to our point of view.
1:11.8	We're opening up our archive to bring you a best-of episode where I speak with world-renowned
1:17.0	persuasion researcher Robert Chaldini, who discussed with me how we can be more effective
1:22.7	in both our persuasion and presuasion. Listen in to help you get your point of view across better.
1:32.2	Regardless of if you're pitching or presenting, teaching or sharing, at its core, communication is
1:39.2	often about influencing and motivating others. Yet we don't often take time to think about how to hone
1:45.7	and improve our persuasive practices. Today, we will dive deeply into the intricacies of influence.
1:53.5	I am Matt Abrahams, and I teach strategic communication at Stanford Graduate School of Business.
1:59.0	Welcome to Think Fast, Talk Smart, the podcast.
2:06.0	Today, I am super excited to get a chance to chat with Robert Chaldini.
2:11.3	Bob is the Regents Professor Emeritus of Psychology and Marketing at Arizona State
	...

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