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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79. Equity by Design: How Diversity Ignites Creativity

79. Equity by Design: How Diversity Ignites Creativity

If we want healthier companies, schools, and teams associate professor of organizational behavior Adina Sterling says investing in the health of marginalized groups “can have enormous spillover effect...

28 Helmi 202327min

78. Three Guiding Principles for Successful Communication

78. Three Guiding Principles for Successful Communication

To celebrate our 75th episode, we hosted a live "Ask Me Anything" event with Matt. In this global gathering, listeners called in with questions ranging from making a first impression and giving negati...

14 Helmi 202327min

77. Quick Thinks: AI Has Entered The Chat – A "Conversation" with ChatGPT

77. Quick Thinks: AI Has Entered The Chat – A "Conversation" with ChatGPT

In this "Quick Thinks" episode, host Matt Abrahams interviews ChatGPT, an AI natural language processing chatbot, about its purpose, sources of information, ethical considerations, and the importance ...

7 Helmi 202311min

75. Love & Money: How to Talk About Big Decisions Together

75. Love & Money: How to Talk About Big Decisions Together

Do love and money mix? Labor economist and Stanford Graduate School of Business professor emerita Myra Strober says absolutely. “Separating money and love is not a good idea. I have had 40 years to th...

10 Tammi 202325min

74. Rethinks: How Emotion Shapes Our Communication, Decisions, and Experiences

74. Rethinks: How Emotion Shapes Our Communication, Decisions, and Experiences

In one of our most popular episodes, professor of Marketing Baba Shiv shares his research on how emotions affect decision making. Knowing this, and applying techniques to help guide our audience throu...

20 Joulu 202235min

73. Listen Up: Why It’s Better to Be Interested Than Interesting

73. Listen Up: Why It’s Better to Be Interested Than Interesting

As a communication expert, Alison Wood Brooks spends a lot of time talking about talking. But, as she says, listening is just as important.“My course is called TALK,” says Wood Brooks, who is the O'Br...

6 Joulu 202227min

72. Quick Thinks: Talk It Out – How to Successfully Negotiate and Resolve Conflict

72. Quick Thinks: Talk It Out – How to Successfully Negotiate and Resolve Conflict

When it comes to negotiating and managing conflict, Professor Michele Gelfand says it’s time to get creative.Everybody has wants and needs. So what do we do when our priorities compete with those of o...

22 Marras 202214min

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