Robert Cialdini Archives

The Art and Science of Influence and Leadership (Part I: The Science)

By Chris Carosa on January 31, 2023

Office of War Information, Public domain, via Wikimedia Commons

Influence, the last of the three leader traits to be researched, stands out as the most practical measure of successful leadership. Be warned, though. Just as obedience to authority contains a dark side, so, too, do the methods of influence.

Scott Adams, creator of the comic strip Dilbert and renowned persuasion expert, calls behavioral psychologist Robert Cialdini the “Godzilla” of persuasion. Cialdini’s research, compiled in various books, lays out in simple language six different ways to influence people.

In his website, Cialdini states, “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 Continue Reading “The Art and Science of Influence and Leadership (Part I: The Science)”

Posted in Business Tips, Gray Matter Musings, The Compleat Carosa Commentaries Tagged and Sullivan, authority, behavior, Bonasera, Catherine Genovese, Commitment and Consistency, Cook, Dennis Reagan, Dilbert, Higham & Carment, Influence, Judgment Heuristics, Law of the Lemmings, Liking, P.R. Wilson, Pallak, Patrick Laughlin, Persuasion, psychology, Reciprocation, Robert Cialdini, Scarcity, Scott Adams, self-justification, social proof, Stanley Milgram, The Godfather, Vito Corleone

How Divide and Conquer Works (And How To Avoid Falling Prey To It)

By Chris Carosa on February 16, 2021

While getting his MBA from Duke, a college classmate of mine was asked by a visiting speaker why my classmate thought he (the speaker) preferred hiring ex-athletes?

Now, my classmate was the perfect person to ask this question to. He’s played hockey from his youth to well into his adult years. He is the ultimate athlete, the ultimate team player, and the ultimate performer. I don’t know if the speaker knew his background prior to asking the question, but he could sure guess it once my friend offered his answer. This is how the young MBA candidate responded:

“You prefer to hire ex-athletes because of the following traits: alignment toward a common goal, teamwork, communication, trying to perform your best, etc.”

The speaker said that was all good, but it wasn’t the biggest reason he hired former Continue Reading “How Divide and Conquer Works (And How To Avoid Falling Prey To It)”

Posted in Business Tips, The Compleat Carosa Commentaries Tagged Buffalo Bills, business, Chinese, Commander, Duke, Henry Segal, Korean War, Marv Levy, politics, POW, Psy-Ops, psychology, Robert Cialdini, sports, war

You’ll Turn to Stone Once You Realize Your Sales Pitch Inadvertently Contains this Common Mistake

By Chris Carosa on June 16, 2020

You’re always selling. You may not consider it as “selling,” but you’re always trying to convince someone to do something.

It doesn’t have to be about trying to get someone to buy something from you or your company. It could be anything. Maybe it’s what to have for dinner. Maybe it’s what movie to watch? Maybe it’s swaying your boss to give you a raise.

Do you find your pitch is less persuasive than you hoped for? You could be making a common mistake without knowing it. What is that common mistake and how can you avoid it? Perhaps we should start with a metaphor.

Have you ever been to the Petrified Forest?

No, I’m not referring to the 1936 movie The Petrified Forest, starring Leslie Howard and Bette Davis, which also featured Humphrey Bogart when he was still cutting his chops playing the villain. Such was Bogey’s performance on the undercard that the American Film Continue Reading “You’ll Turn to Stone Once You Realize Your Sales Pitch Inadvertently Contains this Common Mistake”

Posted in Business Tips, The Compleat Carosa Commentaries Tagged American Film Institute, Arizona, Bette Davis, Duke Mantee, fossil, Humphrey Bogart, Leslie Howard, magnetic middle, National Monument, National Park, Persuasion, Robert Cialdini, social proof, The Petrified Forest, Theodore Roosevelt

Classic vs. Timeless: Do You Know the Difference?

By Chris Carosa on February 26, 2019

Ten years ago, I wrote a play for The Monsignor Schnacky Players. It was called The Macaroni Kid. The melodrama told the heartwarming but comedic story of a young orphan trying to reunite with his long, lost mother. Kidnapped by gypsies as a baby, he doesn’t know her name, he doesn’t know where she lives, he doesn’t even know what she looks like. All he remembers is her voice and the beautiful songs she would sing to him.

Now a young man, he decides the only way to find his mother is to sing everywhere, every chance he has. Only then, maybe, if he is lucky, she will find him. (That’s the heartwarming part.)

The only trouble with his plan; he can’t sing. But everyone is so captivated by his story and his quest that they don’t have the heart to tell him. (That’s where the comedy comes in.)

This isn’t a new story. It’s a spin on the familiar “boy-loses-girl/boy-looks-for-girl/boy-finds-girl” three act drama well known among story-tellers, scriptwriters, and playwrights. Lest you think “mother” doesn’t qualify for “girl,” I suggest you reread that timeless Greek classic Oedipus Rex.

There. I just did it. I used “timeless” and “classic” in the same sentence.

Most people view “timeless” and “classic” as interchangeable adjectives. They’re not.

By definition, “timeless” mean “eternal” and “classic” means “highest quality.” That means Continue Reading “Classic vs. Timeless: Do You Know the Difference?”

Posted in Gray Matter Musings, The Compleat Carosa Commentaries Tagged Adolph Hitler, Attila the Hun, Bach, Beatles, Beethoven, Beethoven's 5th, Beethoven's 9th, Brahms, Brahms' Lullaby, Casablanca, Citizen Kane, City on the Edge of Forever, Elvis, Ivan the Terrible, Jozef Stalin, Mao Zedong, Monsignor Schnacky Players, Oedipus Rex, Pol Pot, Robert Cialdini, social proof, Star Trek, The Macaroni Kid, Toccata and Fugue in D Minor

Sinclair Bashing: Talking Points Attacking the First Amendment or Merely Competitive Mudslinging?

By Chris Carosa on April 17, 2018

“It was a lovely day for strolling along the seashore. Men were sleeping on the sand, some of them sleeping forever. Men were floating in the water, but they didn’t know they were in the water, for they were dead.”

Ernie Pyle wrote those lines in his column describing D-Day in 1944. He was the most popular – and memorable – war correspondent during World War II. He won the Pulitzer Prize in 1944. The following year, with the European Theater of Operations coming to a close, Pyle relocated to the Pacific Theater of Operations. There, on April 18, 1945, on the island of le Shima, Ernie Pyle’s pen fell forever silent. Covering the Battle of Okinawa – the last major battle of the War – the 44-year-old journalist was killed instantly in a hail of Japanese machine-gun fire.

President Harry S. Truman eulogized Pyle saying of the columnist, “No man in this war has Continue Reading “Sinclair Bashing: Talking Points Attacking the First Amendment or Merely Competitive Mudslinging?”

Posted in Media Tagged Ernie Pyle, Fake News, National Columnist Day, National Society of Newspaper Columnists, Robert Cialdini

How to Protect Yourself From Being Hypnotized Without Knowing It

By Chris Carosa on May 16, 2017

Have you ever been mesmerized? It happens all the time. To everyone. It’s like when you look at one of those pictures with all these tantalizing shapes. They dazzle your eyes, preventing you from seeing the real picture hidden within. That’s what being mesmerized is like. And you don’t even know it’s happening.

Several years ago I found myself in San Antonio to make a presentation about how research in behavioral finance identifies useful techniques to help people save for their retirement. A fellow came up to me. He had read my book 401(k) Fiduciary Solutions and told me he felt every professional should read it. Then he asked the question no author ever wants to answer: “So, how is your book selling?”

I didn’t know the best way to respond, so all I said was the coy, “I’d like sales to be better.”

Then he told me something fascinating, something I had never heard before. He revealed Continue Reading “How to Protect Yourself From Being Hypnotized Without Knowing It”

Posted in Gray Matter Musings, Great Speaking Tips, The Compleat Carosa Commentaries Tagged behavior, Étienne Félix d'Henin de Cuvillers, Franz Anton Mesmer, James Baird, mesmerize, Neurolinguistic Programming, Persuasion, psychology, Robert Cialdini, sales, selling

The Dark Side: A Review of Yes! 50 Scientifically Proven Ways to Be Persuasive by Robert B. Cialdini et al

By Chris Carosa on November 2, 2011

Luke: …Is the Dark Side stronger?
Yoda: No, no, no. Quicker, easier, more seductive.
Luke: But how am I to know the good side from the bad?
Yoda: You will know… when you are calm, at peace, passive. A Jedi uses the Force for knowledge and defense, never for attack.

In his first book, Robert Cialdini, psychology-professor-turned-marketing-guru wrote of his desire to learn “How to Say No” to itinerant marketers, aggressive solicitors and various other ne’er-do-wells. As a result, (and as I explain in my review of Influence: The Psychology of Persuasion), Cialdini goes out of his way to show readers why we say “yes” when we don’t want to and how to say “no” when we should. Furthermore, in his follow-up book (see my review of Influence: Science and Practice) Cialdini extends his discussion of the six principles of persuasion to specifically include Continue Reading “The Dark Side: A Review of Yes! 50 Scientifically Proven Ways to Be Persuasive by Robert B. Cialdini et al”

Posted in Book Reviews Tagged Behavioral, Compliance, Dark Side, Influence, Jedi, Luke, Persuasion, psychology, Robert Cialdini, The Force, Yoda

Don’t Be a Patsy! A Review of Influence: The Psychology of Persuasion by Robert B. Cialdini

By Chris Carosa on November 1, 2011

Whether it was actually said by P.T. Barnum or about P.T. Barnum, few would discount the adage “There’s a sucker born every minute.” Truth be told, if you asked Robert Cialdini, a well-respected Regents Professor Emeritus of psychology and marketing at Arizona State University who many consider the guru of the science of persuasion, he would freely admit he was born during one of those minutes. Indeed, in his introduction to Influence: The Psychology of Persuasion, this favorite author of marketers around the globe states in no uncertain terms, “All my life I’ve been a patsy.”

Cialdini attributes his long standing disposition as a sucker inspired his interest in the study of compliance. “Study of compliance?” you might ask. To the scholarly Cialdini, who cut his bones with a series of seminal academic papers on social psychology in the 1970’s, that phrase means “the psychology of persuasion” as in “how does one get another Continue Reading “Don’t Be a Patsy! A Review of Influence: The Psychology of Persuasion by Robert B. Cialdini”

Posted in Book Reviews Tagged Behavioral, Compliance, Influence, P.T. Barnum, Persuasion, psychology, Robert Cialdini, The Psychology of Persuasion

A Book Cover to Judge: A Review of Influence: Science and Practice by Robert B. Cialdini

By Chris Carosa on October 31, 2011

Towards the end of Influence: Science and Practice, author Robert Cialdini tells a story of a rather nasty TV talk show host who regularly berated his publicity-seeking celebrity guests, often immediately after he introduced them. Many felt the host’s venom stemmed from a leg amputation suffered earlier in his life. Cialdini writes of the time in the 1960s when a long-haired Frank Zappa came on as a guest. The host introduced Zappa with this zinger: “I guess your long hair makes you a girl.”

Without hesitation, Zappa shot back: “I guess your wooden leg makes a table.”

This story reflects the motif of Continue Reading “A Book Cover to Judge: A Review of Influence: Science and Practice by Robert B. Cialdini”

Posted in Book Reviews Tagged Behavioral, Compliance, Frank Zappa, Influence, Persuasion, psychology, Robert Cialdini