Think Fast Talk Smart: Communication Techniques

The inner workings of social influence and persuasion.

Show Notes

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.

Episode Reference Links:
Connect:

Creators & Guests

Host
Matt Abrahams
Lecturer Stanford University Graduate School of Business | Think Fast Talk Smart podcast host
Guest
Dr. Robert Cialdini
President of INFLUENCE AT WORK and author INFLUENCE and Pre-Suasion.

What is Think Fast Talk Smart: Communication Techniques?

Join Matt Abrahams, a lecturer of Strategic Communication at Stanford Graduate School of Business, every Tuesday as he sits down with experts in the field to discuss real-world challenges.
How do I send my message clearly when put on the spot? How do I write emails to get my point across? How can I easily convey complex information? How do I manage my reputation? Whether you’re giving a toast or presenting in a meeting, communication is critical to success in business and in life.
Think Fast, Talk Smart provides the tools, techniques, and best practices to help you communicate more effectively.
Learn more & sign up for our eNewsletter: https://fastersmarter.io