![]() ![]() I remember noticing that, "Oh, I have to be different here."Shankar Vedantam:Bob noticed that in his own family, he was more likely to get something he wanted when he demanded it. When I went to have dinner with one of my playmates, no, it was much more organized, much more genteel, and people accorded each other, a kind of grace that we didn't in my family. So that in an Italian home, it was not uncommon at all for us to have arguments at the table, for us to disagree and to speak with our hands about it, and for one person to challenge another. And what happened to me in my thinking fairly early on was to recognize the norms associated with each of those subcultures was different enough to make it more likely that somebody would say yes to you if you understood what those norms and factors were that described how people were to behave in each of those situations.Shankar Vedantam:What were family dinners like at your dining table and at the dining table of your Polish friends?Robert Cialdini:Very different. From an early age, he was an observer of human nature.Robert Cialdini:I grew up in an entirely Italian family, in a predominantly Polish neighborhood, in a historically German city, in an otherwise rural state. Insights from the world of persuasion this week on Hidden Brain.Robert Cialdini grew up in Milwaukee in the 1950s. What explains this? Charisma? Charm? Good looks? Today, we launched the first of a two-part miniseries that examines the science of influence. These people are better at sales, better at winning elections, maybe even better at scoring dates. ![]() But have you ever noticed some people are more effective at persuasion than others? They convince others to go along with their ideas, to agree with them. We lobby friends and family to support the political parties we endorse. We want colleagues to follow our suggestions on changes at work. We try to convince others to like the books and music we love. From high school corridors to the corridors of power, human beings are always trying to influence one another. Our transcripts are provided by various partners and may contain errors or deviate slightly from the audio. The transcript below may be for an earlier version of this episode. West, Journal of Applied Psychology, 1975. Increasing the Attractiveness of College Cafeteria Food: A Reactance Theory Perspective, by Stephen G. Observational Learning: Evidence from a Randomized Natural Field Experiment, by Hongbin Cai, Yuyu Chen, Hanming Fang, American Economic Review, 2009. Social Norms and Energy Conservation, by Hunt Allcott, Journal of Public Economics 2011. I Am What I Am, by Looking Past the Present: The Influence of Biospheric Values and Past Behavior on Environmental Self-Identity, by Ellen van der Werff, Linda Steg, Kees Keizer, Environment and Behavior, 2014. Pre-Suasion: A Revolutionary Way to Influence and Persuade, by Robert Cialdini, 2016.Ĭelebrity Opinion Influences Public Acceptance of Human Evolution, by Steve Arnocky et al., Evolutionary Psychology, 2018. ![]() Influence, New and Expanded: The Psychology of Persuasion, by Robert Cialdini, 2021. Trying to make a big decision or fulfill a personal goal in the year to come? Don’t miss our recent episode about how to figure out what you want in life. This week, we launch the first of a two-part mini-series on the science of influence, and talk with psychologist Robert Cialdini about how we can all improve our techniques for persuading others. We lobby a neighbor to vote for our favored political candidate. We convince a colleague to take a different tactic at work. We recommend movies or books to a friend. We all exert pressure on each other in ways small and profound. ![]()
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