HARNESSING THE SCIENCE OF PERSUASION BY ROBERT B.CIALDINI PDF

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See our Privacy Policy and User Agreement for details. Published on Nov 15, A scientific paper summarized in less than 10 slides. The 6 principles of winning friend and influencing people from Robert B. Cialdini's paper: Harnessing the Science of Persuasion Bonus: full paper and recommended readings.

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Principles of Persuasion

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Harnessing the Science of Persuasion

If leadership, at its most basic, consists of getting things done through others, then persuasion is one of the leader's essential tools. Many executives have assumed that this tool is beyond their grasp, available only to the charismatic and the eloquent. Over the past several decades, though, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied. The first principle is that people are more likely to follow someone who is similar to them than someone who is not. Wise managers, then, enlist peers to help make their cases.

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Harnessing the Science of Persuasion (HBR Bestseller)

When making a decision, it would be nice to think that people consider all the available information in order to guide their thinking. But the reality is very often different. In the increasingly overloaded lives we lead, more than ever we need shortcuts or rules of thumb to guide our decision-making. My own research has identified just six of these shortcuts as universals that guide human behavior, they are:. Understanding these shortcuts and employing them in an ethical manner can significantly increase the chances that someone will be persuaded by your request.

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No leader can succeed without mastering the art of persuasion. Many executives have assumed that this tool is beyond their grasp, available only to the charismatic and the eloquent. Over the past several decades, though, experimental psychologists have learned which methods reliably lead people to concede, comply, or change. Their research shows that persuasion is governed by several principles that can be taught and applied.

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