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My guest today is Robert Cialdini, an American psychologist and academic. He is the Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University, as well as at the University of California at Santa Cruz. He is best known for his 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion. It was based on three “undercover” years applying for and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion.
The topics are his books Influence: The Psychology of Persuasion and Pre-Suasion: A Revolutionary Way to Influence and Persuade.
In this episode of Trend Following Radio we discuss:
- Establishing trust before asking for anything
- Rational self interest
- Anchoring a persons perception
- Asking for advice rather than an opinion
- Warren Buffett’s shareholder letter
- Environmental responsibility
Mentions & Resources:
- Robert Cialdini
- “Influence: The Psychology of Persuasion”
- “Pre-Suasion: A Revolutionary Way to Influence and Persuade”
- https://www.influenceatwork.com/
- @RobertCialdini
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