Tom Fox and Nick Gallo talk about decision-making and what influences the process. Humans like to think of themselves as rational beings, but we are really emotional decision-makers who rationalize our decisions with logical arguments. Influence is also a large factor in how you make decisions, Nick adds – it’s how you get people to change their minds without coercion. Tom discusses one of his key takeaways from Cialdini, which is the theory of reciprocity, also known as reaping what you sow.
The six principles of influence are: reciprocity, commitment and consistency, social proof, similarity, authority, and scarcity. Nick gives a brief definition for each principle and shares his takeaways from Cialdini.
Listeners can read Nick’s notes on this book at his LinkedIn page.
Nick Gallo on LinkedIn
Influence: The Psychology of Persuasion by Robert Cialdini