The inner workings of social influence and persuasion.

Want to change someone’s mind? First, explains Robert Cialdini, you have to change their framing.

For Cialdini, the Regent's Professor Emeritus of Psychology and Marketing at Arizona State University, persuasion begins before we even deliver our pitch or presentation. Through what he calls “Pre-suasion,” communicators can prime audiences to receive messages in a specific way, simply by drawing their attention in specific directions.

“It involves focusing people on—putting them in mind of—those motivators before they encounter [them] in the communicator’s message,” Cialdini says, “bringing people’s focus of attention onto something that is nested in the message…before that message is delivered, so they have been readied for the concept.”

In this episode, Matt Abrahams and Cialdini talk about the motivating power of FOMO, getting better advice from others, and how your next wine purchase could be influenced by what music is playing in the shop.

Episode Reference Links:

• Robert Cialdini
• Robert's books: Influence / Pre-Suasion
• Ep.11 The Science of Influence: How to Persuade Others And Hold Their Attention
• Ep.142 Power and Persuasion: Live Insights from Stanford Experts
• Original Episode: Ep.76 Change My Mind: Using “Pre-suasion” to Influence Others

Connect:

• Email Questions & Feedback >>> hello@fastersmarter.io
• Episode Transcripts >>> Think Fast Talk Smart Website
• Newsletter Signup + English Language Learning >>> FasterSmarter.io
• Think Fast Talk Smart >>> LinkedIn, Instagram, YouTube
• Matt Abrahams >>> LinkedIn

Chapters:

(00:00:00) Introduction
Matt Abrahams introduces Robert Cialdini, the Regents Professor Emeritus of Psychology and Marketing at Arizona State University
(00:01:56) Persuasion and Pre-suasion
Distinguishing persuasion and pre-suasion, with focus on attention and motivation.
(00:05:17) Priming and Framing in Pre-suasion
The power of pre-suasion and its cognitive effects on decision-making.
(00:07:58) Understanding Scarcity
How scarcity influences behavior and decision-making through fear of loss.
(00:10:48) The Unity Principle
The unity principle and its role in building connection in persuasive efforts.
(00:14:04) Social Proof and Influence
Research on social proof and how others’ actions influence individual choices.
(00:19:24) The Role of Language in Persuasion
The impact of subtle language shifts on collaboration and critique.
(00:22:23) The Final Three Questions
Robert shares communication advice, a communicator he admires, and his recipe for successful communication.
(00:26:49) Conclusion

• (00:00) - Introduction
• (02:39) - Persuasion and Pre-suasion
• (06:00) - Priming and Framing in Pre-suasion
• (08:41) - Understanding Scarcity
• (11:31) - The Unity Principle
• (14:47) - Social Proof and Influence
• (20:07) - The Role of Language in Persuasion
• (23:06) - The Final Three Questions
• (27:32) - Conclusion

Being present in the moment and staying open to whatever unfolds.

We all want to lead lives and careers full of joy and fulfillment. Maggie Baird certainly has, and the key, she says, is to stay open to new possibilities and “let your passion lead.”

Baird is an accomplished actress, improv teacher at the Groundlings Theater, mother to music sensations Billie Eilish and Phineas, and founder of Support and Feed, a nonprofit addressing food equity and the climate crisis. Through it all, she has embodied the improv principle of "Yes, and..." — being present in the moment and staying open to whatever unfolds. “I have done many things,” she says, “but I never approached any of them as a career change. They all came out of new interests and new experiences.”

In this episode of Think Fast, Talk Smart, Baird joins host Matt Abrahams to explore the critical role of communication in developing a career, and how improv principles can help us engage, as Baird says, “From a place of open-heartedness, appreciation, [and] collaboration.”

Episode Reference Links:

• Support And Feed
• Ep.118 Maximizing your Personal Brand: Communicating Who You Are to Help Get What You Want
• Ep.1 Speaking Without a Net: How to Master Impromptu Communication
• Ep.9 Quick Think: How Being Present-Oriented Improves Communication

Connect:

• Email Questions & Feedback >>> hello@fastersmarter.io
• Episode Transcripts >>> Think Fast Talk Smart Website
• Newsletter Signup + English Language Learning >>> FasterSmarter.io
• Think Fast Talk Smart >>> LinkedIn, Instagram, YouTube
• Matt Abrahams >>> LinkedIn

Chapters:

(00:00:00) Introduction
Host Matt Abrahams introduces guest Maggie Baird, actor and founder of Support and Feed.

(00:00:53) Career Transitions

Advice on embracing new opportunities without rigid planning.

(00:01:45) Teaching and Confidence Through Improv

Discovering improv and how teaching led to a new sense of confidence and creativity.

(00:04:03) Improv as a Communication Tool

The principles of improv and how they can enhance communication and collaboration.

(00:05:45) Structure and Freedom in Improv

How improv provides structure that frees individuals to speak spontaneously.

(00:07:37) Teaching with Empathy

Empathy in teaching, remembering what it's like to be a beginner, and avoiding jargon.

(00:10:34) Advocacy in the Music Industry

Using questions and collaboration to drive change in the music industry and other sectors.

(00:13:18) Collaboration and Positive Change

The importance of collaboration, positivity, and meeting people where they are to create change.

(00:16:07) The Final Three Questions
Maggie shares her next career change, a communicator she admires, and her ingredients for successful communication.

(00:17:46) Conclusion

• (00:00) - Introduction
• (01:36) - Career Transitions
• (02:28) - Teaching and Confidence Through Improv
• (04:46) - Improv as a Communication Tool
• (06:28) - Structure and Freedom in Improv
• (08:20) - Teaching with Empathy
• (11:17) - Advocacy in the Music Industry
• (14:01) - Collaboration and Positive Change
• (16:50) - The Final Three Questions
• (18:29) - Conclusion