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Understanding the Science of Change
I have always been a big believer that the universe has a tendency to bring ideas, concepts and even people to you when you need them to be in front of you. When that occurs in my life, after I finally...
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How the Obama Administration Motivates Behaviors
The Time Magazine article was extremely instructive in helping us to understand the behavioral science oriented steps being taken by the Obama administration. In this post we’ll focus on a number of...
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The Psychology of Persuasion
About a week ago, I had dinner with one of my favorite friends. Andy’s mind is always racing. He had served as CEO of a very successful company in Buffalo, NY that was recognized as being a model for...
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The Compelling Role of Reciprocation
At its core, a “weapon of influence” is a trigger. It stimulates a response that is truly compelling and one that we have difficulty ignoring. The first “weapon of influence” is one that Cialdini...
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Consistency and Commitment: A Two Stage Influencer
Cialdini’s second weapon of influence is commitment and consistency. The rule here is that we feel required to be consistent with what we have already said or done. As Cialdini explains, “once we have...
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Social Proof: Is there really strength in numbers?
I had expected that when I read about Professor Cialdini’s third weapon of influence, social proof, I would not discover anything terribly intriguing. Boy, was I wrong! Social proof is predicated on...
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People Buy From Those They…Like?
The fourth weapon of influence is one Cialdini attributes as “liking.” The classic example of this weapon in action is the Tupperware party. The Tupperware party actually employs several weapons at...
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Managing Authority so as Not to Lose Your Sense of Responsiblity
George Carlin once said, “I have just as much authority as the Pope; I just don’t have as many people who believe it.” One of the most pervasive weapons of influence is the use of authority. Being told...
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