Robert Cialdini | Communication, Negotiation, Sales, Marketing, Management, Leadership

Robert Cialdini

Communication, Negotiation, Sales, Marketing, Management, Leadership

Fee Range
$50,000
Travels From
Phoenix, AZ, United States

Robert Cialdini
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INFLUENCE
THE ULTIMATE POWER TOOL

What does scientific research tell us about the persuasive approaches that make people most likely to say yes to requests? How can we use this research ethically and effectively?

Dr. Robert Cialdini, author of the ground-breaking book, Influence, is your guide, translating the scientific research into practical business applications. His widely acclaimed studies are highly instructive to those who want to be more influential.

Weaving compelling stories with evidence-based statistics makes this program memorable and immediately applicable.

Here, Dr. Cialdini identifies and explains the six universal principles of persuasion that move others toward yes. Participants receive answers to such questions as:

What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return? When others are sitting “on the fence”, which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.

Used correctly and ethically, these scientifically-tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?

Influence During Times Of Uncertainty

In today’s uncertain environment, the need for simultaneously effective and ethical influence is necessary, pertinent, and now more vital than ever to our success. During this profound presentation, Dr. Robert Cialdini briefly reviews six research-based universal principles of influence, but focuses on those principles that are most effective during conditions of uncertainty and that leaders can employ to bring about positive and lasting change among individuals located both inside and outside their organizations.

Dr. Robert Cialdini, author of the ground-breaking book, Influence, and co-author of the New York Times best-seller, Yes! 50 Scientifically Proven Ways To Be Persuasive, is your guide in translating highly relevant but poorly-understood scientific research into practical business applications. His books have sold more than 2 million copies worldwide. Dr. Cialdini is the world’s leading authority on influence and his widely acclaimed studies are highly instructive to those who want to be more influential.

Leadership Through the Power of Persuasion

It is through the influence process that we lead, generate, and manage change. Like most things, the process can be handled poorly or well. It can be employed to foster growth and to move people away from negative choices and in more positive directions, thereby creating the conditions for new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.

As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert Cialdini extracts from this formidable body of work the six universal principles of influence--those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are:

• Reciprocation: People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first.
• Commitment/Consistency: People are more willing to be moved by a leader if they see the change as consistent with a commitment they have previously and publicly made.
• Authority: The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered.
• Social Proof: People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it.
• Scarcity: People find recommended opportunities more attractive to the degree that a leader can honestly position them scarce, rare, or dwindling in availability.
• Liking: People say yes to the leaders they like.

Dr. Cialdini’s presentation illustrates how these six principles have been and can be harnessed to meet specific influence objectives. Dr. Cialdini emphasizes the non-manipulative use of the principles so that those who are influenced feel personally committed to the new direction and to their relationship with the leader. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And it is only in this fashion that it can enhance a lasting sense of partnership between those involved.

The Power of UNITY

With The Power of WE, Robert Cialdini artfully braids science with meaningful and moving personal accounts to produce a set of compelling lessons for business success.

This unique presentation explores what scientific research demonstrates about the ability of certain relationships (labeled “We” relationships) to facilitate our goals. Dr. Cialdini skillfully interprets the implications of “We” relationships both inside and outside the organization. Audience members learn the answers to such questions as: What can change rivals to make them want to work together? What can make seemingly unrelated, angry people bond together to accomplish meaningful goals? What can make a negotiation more satisfying and come to fruition faster? What simple statement can lead to a “We” relationship? What simple request can do the same? And, how can this be accomplished ethically and effectively in business settings? Dr. Cialdini explores these questions and more in this unique program.

What makes us a “WE”? The Power of WE shows how to develop, engage, and focus relationships for optimal working success.

Robert Cialdini
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