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

Gain control over your speaking and excel in your communication.

For the first anniversary of his book Think Faster, Talk Smarter, Matt Abrahams shares strategies from the first chapter, focusing on managing speaking anxiety and improving spontaneous communication. Through personal anecdotes and practical techniques, he explains how to handle unexpected questions, reframe anxiety as excitement, and use mindfulness and breathing exercises to stay calm under pressure. The episode also offers tips for managing physical symptoms of anxiety and staying mentally focused during high-stakes situations

Reference Links:

• Link to buy book in your country: Think Faster, Talk Smarter
• Ep.48 Speaking Up Without Freaking Out: How to Tackle Communication Anxiety

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 guestJen Psaki, a political analyst and former White House official.

(00:01:07) Principles of Communication
The importance of doing your homework and active listening.

(00:02:08) Skills for Effective Listening
Techniques for focusing and improving listening skills in communication.

(00:02:51) Engagement and Lowering Barriers

Strategies for making communication more engaging and accessible.

(00:03:50) Tailoring Communication

Importance of audience understanding and adjusting communication style.

(00:05:14) Preparation and Practice for Confidence

The role of preparation and continuous practice to build confidence.

(00:07:07) The Value of Feedback

Seeking feedback and reflecting on communication performances.

(00:10:10) Handling Difficult Questions
Tips for managing tough questions and controlling the narrative.

(00:12:38) High-Stakes Negotiation
Lessons from diplomatic negotiations and finding common ground.

(00:15:30) The Final Three Questions

Jen shares a question that Matt should have asked, a communicator she admires, and her ingredients for successful communication.

(00:19:48) Conclusion

Audio excerpt courtesy of Simon & Schuster Audio from THINK FASTER, TALK SMARTER by Matt Abrahams, read by the author. Copyright 2023 by Matthew Abrahams LLC. Used with permission of Simon & Schuster, Inc.

• (00:00) - Introduction
• (01:20) - The Onion Interview
• (03:02) - Speaking Up Without Freaking Out
• (05:30) - The ABCs of Speaking Anxiety
• (06:44) - Mindfulness Matters
• (09:02) - Reframe Anxiety as Excitement
• (10:26) - Cooling Down and Managing Physical Symptoms
• (14:15) - Taming Negative Thoughts
• (15:26) - The Power of Repetition
• (16:04) - Preparing Questions
• (18:29) - Rationalizing the Odds
• (19:32) - Conclusion

Know your audience and tailor the message for them.

In high-stakes communication, every word counts. For Jen Psaki, that means knowing who she’s talking to — so she knows just what to say.

As the former White House Press Secretary and current host of Inside with Jen Psaki on MSNBC, Psaki has discovered that communication isn’t about “saying the most words or saying them the loudest,” but about knowing your audience well enough to tailor the message just for them. “You need to think about how you're going to get your audience to listen to you,” she says. “The goal of communicating is to crack the door open so somebody wants to hear more.”

In this episode of Think Fast, Talk Smart, Psaki and host Matt Abrahams explore her approach to strategic communication: identifying your audience and using what you know to engage with them and get them to engage with you.

Episode Reference Links:

• Jen Psaki
• Jen’s Book: Say More
• Ep.22 Under Pressure How to Communicate Clearly and Timely During Crisis Website / YouTube
• Ep.155 Can We Be Candid? How to Communicate Clearly and Directly Website / YouTube

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 guestJen Psaki, a political analyst and former White House official.

(00:01:07) Principles of Communication
The importance of doing your homework and active listening.

(00:02:08) Skills for Effective Listening
Techniques for focusing and improving listening skills in communication.

(00:02:51) Engagement and Lowering Barriers

Strategies for making communication more engaging and accessible.

(00:03:50) Tailoring Communication

Importance of audience understanding and adjusting communication style.

(00:05:14) Preparation and Practice for Confidence

The role of preparation and continuous practice to build confidence.

(00:07:07) The Value of Feedback

Seeking feedback and reflecting on communication performances.

(00:10:10) Handling Difficult Questions
Tips for managing tough questions and controlling the narrative.

(00:12:38) High-Stakes Negotiation
Lessons from diplomatic negotiations and finding common ground.

(00:15:30) The Final Three Questions

Jen shares a question that Matt should have asked, a communicator she admires, and her ingredients for successful communication.

(00:19:48) Conclusion

• (00:00) - Introduction
• (01:50) - Principles of Communication
• (02:51) - Skills for Effective Listening
• (03:34) - Engagement and Lowering Barriers
• (04:33) - Tailoring Communication
• (05:57) - Preparation and Practice for Confidence
• (07:50) - The Value of Feedback
• (10:53) - Handling Difficult Questions
• (13:21) - High-Stakes Negotiation
• (16:13) - The Final Three Questions
• (20:31) - Conclusion

Why organizational strategy can be both top-down and bottom-up.

As Professor Jesper Sørensen sees it, a winning strategy is the result of conversations, not commands, and that strategy can be directed from the C-suite, but it doesn’t have to be. “Lots of great strategies are discovered,” he says, “they’re discovered because the leaders were able to listen to their frontline workers or their frontline managers.” A more iterative approach, says Sørensen, helps companies adapt their strategy to an ever-changing landscape.
In the latest episode of Think Fast, Talk Smart, Sørensen joins host and lecturer Matt Abrahams to discuss how organizations can use better communication to craft better strategies.

Episode Reference Links:

• Stanford GSB Profile: Jesper B. Sørensen
• Sørensen’s Book: Making Great Strategy
• Original Episode: Ep.71 Strategy Success: How to Communicate Your Gameplan
• Ep.103 Simple is a Superpower: How to Communicate Any Idea to Any Audience
• Ep.41 Speak Like a Founder: How Successful Entrepreneurs Communicate to Their Teams

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 Jesper Sørensen, professor of organizational behavior at the GSB

(00:01:38) Defining Strategy
The core of strategy as securing an organization's economic prosperity, distinct from planning.

(00:03:21) Common Misconceptions about Strategy
Misunderstandings leaders often have regarding the nature of strategy

(00:05:07) Strategy Argument
The concept of a strategy argument, a structured approach to strategic decision-making.

(00:07:04) Strategy as a Communication Tool
The need for strategic communication to align and adapt within an organization.

(00:10:53) The Dynamic Nature of Strategy
How strategies evolve and the importance of feedback from all organizational levels.

(00:12:29) Storytelling in Strategy Communication
The power of storytelling in creating and communicating a coherent strategic vision.
(00:14:55) Propagating Strategy Through Storytelling
How leaders can use storytelling to align their teams with a strategy.
(00:17:01) The Final Three Questions
Jesper shares communication advice he’s received, a communicator he admires, and his ingredients for successful communication.

(00:23:39) Conclusion

• (00:00) - Introduction
• (02:21) - Defining Strategy
• (04:04) - Common Misconceptions about Strategy
• (05:50) - The Concept of a Strategy Argument
• (07:47) - Strategy as a Communication Tool
• (11:36) - The Dynamic Nature of Strategy
• (13:12) - Storytelling in Strategy Communication
• (15:38) - Propagating Strategy Through Storytelling
• (17:44) - The Final Three Questions
• (24:22) - Conclusion