76. Change My Mind: Using “Pre-suasion” to Influence Others

76. Change My Mind: Using “Pre-suasion” to Influence Others

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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271. Rethinks: The Key to Lasting Behavior Change

271. Rethinks: The Key to Lasting Behavior Change

The secret to building habits that stick.Whether you want to read more books or exercise more regularly, BJ Fogg has good news. “Habits are easier to form than most people think,” he says, “If you do ...

12 Maalis 23min

270. Make Belief: The Mindset Shifts That Make Your Communication Stronger

270. Make Belief: The Mindset Shifts That Make Your Communication Stronger

Why beliefs can either cap our potential or push us toward possibility.What you believe about yourself could be holding you back. Fortunately, Nir Eyal says beliefs aren’t truths — and you can choose ...

9 Maalis 25min

269. Ask Matt Anything: Bring Clarity to Complicated Conversations

269. Ask Matt Anything: Bring Clarity to Complicated Conversations

Practical insights to help you communicate with more intention in everyday moments.What’s the difference between reacting and responding? How do you move from memorizing your words to truly conversing...

5 Maalis 23min

268. Going Viral: How To Balance Authenticity and Spectacle

268. Going Viral: How To Balance Authenticity and Spectacle

How to communicate who you are online.You may not think of yourself as a content creator, but in the creator economy, Angèle Christin says we all have to learn how to communicate who we are online.Chr...

2 Maalis 22min

267. Rethinks: Why Authenticity Leads to Better Communication

267. Rethinks: Why Authenticity Leads to Better Communication

Why being true to yourself enables you to show up better for others.From the way you communicate, to the way you build your life and career, Graham Weaver, MBA ’99, says it’s about “giving yourself pe...

26 Helmi 26min

266. Your Brain Has Too Many Tabs Open: Managing the Voice in Your Head

266. Your Brain Has Too Many Tabs Open: Managing the Voice in Your Head

How to turn down the chatter of negative self-talk.If you want to have better conversations with others, Ethan Kross says you first have to quiet down the chatter in your own head.A professor, researc...

23 Helmi 26min

265. Complexity to Connection: Humanizing High-Stakes Communication

265. Complexity to Connection: Humanizing High-Stakes Communication

How to turn complexity into connection through clear communication.Communication in high-stakes moments isn’t about saying more — it’s about connecting better. For Jonathan Berek and Phil Polakoff, th...

19 Helmi 23min

264. Show Your Receipts: Communicating in a Post-Truth World

264. Show Your Receipts: Communicating in a Post-Truth World

Why curiosity is the best way to start a conversation.No matter how wide political, cultural, and generational divides seem to grow, Fareed Zakaria is convinced: communication has the power to connect...

16 Helmi 24min

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