Tip #743: Attention Magnetizers

The communicator who can fasten an audience’s focus onto the favorable elements of an argument raises the chance that the argument will go unchallenged by opposing points of view, which get locked out of attention as a consequence.”  Robert Cialdini

According to Cialdini, certain kinds of information combine initial pulling power with staying power. These include what he calls the self-relevant (information about ourselves), the unfinished and the mysterious (both of which magnetize because we need closure).

The Self-Relevant

In considering the self-relevant, he proposes that when recipients get a message that has been tailored specifically for them (by referencing their age, sex or health history) they are more likely to pay attention, find it interesting, take it seriously, … Read the rest

Tip #742: Attention Attractors

“Certain cues seize our attention vigorously. Those that do so most powerfully are linked to our survival. Sexual and violent stimuli are prime examples because of their connections to our fundamental motivations to reproduce on the one hand and to avoid harm on the other-life and death, literally.” Robert Cialdini

What if you could pre-dispose someone to help you or do what you wanted? Years ago, Robert Cialdini identified six different universal principles of influence: reciprocation, liking, scarcity, authority, social proof, and consistency. And, more recently, a seventh: unity.

However, he has determined that there are preliminary actions you can take to lay the groundwork so that persuasion will be more likely. In his latest book, Pre-Suasion, he identifies … Read the rest

Tip #741: Unity as a Principle of Influence

On October 1, 2018, Posted by , In management and leadership, By ,,,,, , With Comments Off on Tip #741: Unity as a Principle of Influence

“There is a certain type of unity-of identity- that … leads to more acceptance, cooperation, liking, help, trust, and, consequently, assent.” Robert Cialdini

In Robert Cialdini’s book, Influence, he identified six universal principles that generate instant influence:  reciprocation, liking, social proof, authority, scarcity and consistency. If someone does something for us, we naturally want to return the favor (reciprocation). If we like someone, we are more likely to do what they ask (liking). We’ll happily follow what a respected group does or tells us to do (social proof). We are easily influenced by experts or other authority figures (authority). If something is scarce, we perceive it has higher value and want it more (scarcity). And, if we make even … Read the rest