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cover of episode #122 Robert Cialdini - The Principles of Persuasion

#122 Robert Cialdini - The Principles of Persuasion

2021/10/19
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The Knowledge Project with Shane Parrish
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创始人和CEO，专注于网络安全、投资和知识分享。
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Robert Cialdini: 本期节目深入探讨了七个小的但影响巨大的说服原则，并阐述了影响力和操纵的区别。影响力在于利用人们固有的行为模式（例如权威、趋势）引导他们做出决定，而操纵则是伪造或夸大这些模式以达到不道德的目的。他还介绍了互惠原则、喜好原则、社会认同原则、权威原则、稀缺性原则、承诺一致性原则和团结原则，并分析了每个原则的运作机制、最佳应用场景以及如何防范操纵。例如，在互惠原则中，他指出先给予价值（例如信息、帮助）可以提高说服力，但要识别不怀好意的互惠行为背后的动机；在喜好原则中，他强调相似性和赞美可以增加好感，但要将人与事分开考虑；在社会认同原则中，他指出人们倾向于模仿周围人的行为，尤其是在不确定的情况下，要识别虚假信息并对操纵者进行惩罚；在权威原则中，他强调要确保权威的真实性和独立性；在稀缺性原则中，他指出稀缺性可以提高说服力，但也可以通过强调产品的独特性来达到同样的效果；在承诺一致性原则中，他指出引导人们做出小的承诺可以提高他们做出更大承诺的可能性，要重新评估之前的决定并考虑新的信息；在团结原则中，他强调通过强调共同点可以提高说服力。 Shane Parrish: 作为主持人，Shane Parrish 与 Robert Cialdini 就说服的原则进行了深入探讨，并结合具体的案例（例如乔·吉拉德的销售策略、古巴导弹危机、Bose 音响广告等）对每个原则进行了详细的解释和分析。他还提出了许多具有实用价值的问题，例如如何防范操纵、如何利用这些原则提高自身的说服力以及如何运用这些原则进行有效的沟通。他特别关注了在互联网时代如何运用这些原则，以及如何识别和抵制在线操纵。

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The episode introduces Robert Cialdini's seven principles of persuasion, focusing on how these mental shortcuts influence our decisions and how we can use them ethically.

Shownotes Transcript

What are the best strategies to get people to say “Yes” to your requests in life? Acclaimed psychologist Robert Cialdini dives deep into the seven small things that make a huge impact in influencing others, as well as the difference between being influenced and being manipulated into making decisions. What are the tactics, how do they work, and how do we defend against them? This episode is jam-packed with practical advice that will make you more persuasive in life.

 

Known colloquially as “The Godfather of Influence,” Cialdini is a foundational expert in the science of influence and how to apply it ethically in business. His books, including Influence: Psychology of Persuasion and Pre-Suasion, have sold more than 7 million copies in 44 different languages, and he is the Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. 

 

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Follow Shane on Twitter at: https://twitter.com/ShaneAParrish)