Dr. Robert Cialdini
BRIEF BIOGRAPHY
Robert Cialdini, a thought leader in the fields of influence and persuasion, has spent his career publishing scientific research on what causes people to say “Yes” to requests. The results of his research, his ensuing articles, and his New York Times bestselling books have led to his election to the National Academy of Sciences and the American Academy of Arts and Science.
His 7 Principles of Persuasion have become a cornerstone for any organization serious about significantly increasing its influence, while doing so ethically.
As a keynote speaker, Dr. Cialdini is renowned for his ability to translate the science of influence through valuable and indelible stories that lend themselves to long-term business applications.
His books, including his New York Times Bestselling Influence and Pre-Suasion, have sold more than seven-million copies in 49 languages. As a result, he is frequently regarded as “The Godfather of Influence”.
Mouseover the text above to pause the scroll.
Dr. Robert Cialdini
EXTENDED BIOGRAPHY
Dr. Robert Cialdini, thought leader in the field of Influence, has spent his entire career conducting, testing, analyzing, and publishing peer-reviewed scientific research on what causes people to say “Yes” to requests. The results of his research, his ensuing articles, and his New York Times bestselling books have earned him an acclaimed reputation as a respected scientist and engaging storyteller. Robert Cialdini’s books, including his New York Times Bestselling Influence and Pre-Suasion, have sold more than seven-million copies in 45 different languages.
Robert is known globally as the foundational expert in the science of influence and how to apply it ethically in business. His Principles of Persuasion have become a cornerstone for any organization serious about effectively and ethically increasing their influence.
Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini received his PhD from University of North Carolina and post doctoral training from Columbia University. He holds honorary doctoral degrees (Doctor Honoris Causa) from Georgetown University, University of Social Sciences and Humanities in Wroclaw, Poland and University of Basil in Switzerland. He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University.
In acknowledgement of his outstanding research achievements and important contributions to world knowledge , Dr. Cialdini has been elected to the American Academy of Arts & Sciences and the National Academy of Sciences.
As a keynote speaker, Dr. Cialdini has earned a world-wide reputation for his ability to translate the science through valuable and memorable stories. These on-stage stories are both dramatic and indelible leading to long-term applications.
Because of this, Robert Cialdini is frequently regarded as “The Godfather of Influence”.
As Seen On…
ABC
BBC
CNBC
CNN
On Wall Street
Business Week
Chicago Tribune
Dateline NBC
Forbes Magazine
Fortune Magazine
Harvard Business Review
London Times
Los Angeles Times
Psychology Today
Sales and Marketing Magazine
Scientific American
Selling Power
The New York Times
The Washington Post
Time Magazine
USA Today
Program Descriptions
Influence: The Ultimate Power Tool
90 Minutes
What does scientific research tell us about the persuasive approaches that make people most likely to say yes to requests? How can we use this research ethically and effectively?
Dr. Robert Cialdini, author of the ground-breaking book, Influence, is your guide, translating the scientific research into practical business applications. His widely acclaimed studies are highly instructive to those who want to be more influential.
Influence During Times of Uncertainty
60 – 90 Minutes
In today’s uncertain environment, effective and ethical influence is necessary, pertinent, and now, more than ever, vital to success.
During this profound presentation, Dr. Robert Cialdini briefly reviews the six research-based universal principles of influence. He then focuses on those principles which are most effective under conditions of uncertainty. Those who learn how to apply these principles gain powerful leverage to bring about positive and lasting change in others, both inside and outside of their organization.
Read more...
Weaving compelling stories with evidence-based statistics makes this program memorable and immediately applicable.
Here, Dr. Cialdini identifies and explains the six universal principles of persuasion that move others toward yes. Participants receive answers to such questions as: What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return?
When others are sitting “on the fence”, which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.
Used correctly and ethically, these scientifically-tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?
Read more...
Dr. Robert Cialdini, author of the groundbreaking books, Influence, and Pre- Suasion, is your guide in translating highly relevant but poorly-understood scientific research into practical business applications. His books have sold more than five-million copies worldwide. Dr. Cialdini is the world’s leading authority on influence and his widely acclaimed studies are highly instructive to those who want to be more influential.
After this presentation, participants will be able to:
- Recognize and use each of the universal Principles of Persuasion
- Understand the conditions under which uncertainty dominates decision making
- See how uncertainty can be harnessed to produce optimal influence
- Avoid mistakes that can unwittingly sabotage influence attempts
- Identify which principles work best under conditions of uncertainty
- Identify which aspects of these principles should be highlighted for greater persuasive success
Leadership Through the Power of Persuasion
40 – 90 Minutes
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 new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.
Pre-Suasion: Opening the Door to Persuasion
40 – 90 Minutes
The author of the legendary best-seller Influence, social psychologist Robert Cialdini shines a light on effective persuasion and reveals that the secret doesn’t lie in the message itself, but in the key moment before that message is delivered. What separates ordinary communicators from truly successful persuaders?
Read more...
As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert Cialdini extracts from this formidable body of work the six universal principles of influence–those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are:
- Reciprocation: People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first.
- Commitment/Consistency: People are more willing to be moved by a leader if they see the change as consistent with a commitment they have previously and publicly made.
- Authority: The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered.
- Social Proof: People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it.
- Scarcity: People find recommended opportunities more attractive to the degree that a leader can honestly position them scarce, rare, or dwindling in availability.
- Liking: People say yes to the leaders they like.
Dr. Cialdini’s presentation illustrates how these six principles have been and can be harnessed to meet specific influence objectives. Dr. Cialdini emphasizes the non-manipulative use of the principles so that those who are influenced feel personally committed to the new direction and to their relationship with the leader. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And it is only in this fashion that it can enhance a lasting sense of partnership between those involved.
Influence Regained: Building Human Connection into a Digital World
60 Minutes
More than ever before, we are existing separately from one another. Increasingly, we work online, and separate from one another there. We shop online more than ever, and separate from one another there, too. The same is true for how we inform or educate ourselves and how we consume entertainment by simply clicking on sites that provide it, with little or no human interaction before, during, or after.
Read more...
Using the same combination of rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to capitalize on the essential window of time before you deliver an important message. This “privileged moment for change” prepares people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal presuasion. In other words, to change “minds” a pre-suader must also change “states of mind.”
In this program, Dr. Cialdini draws on his extensive experience as the most cited social psychologist of our time to illustrate how the Pre-Suasion process works and how it can be used in your organization. He explains the techniques a person can implement, ethically, to become more influential both professionally and personally. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary.
All that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. By attending this program, participants will:
- Learn what pre-suasion does to make persuasion even more powerful.
- Learn how you can use pre-suasion ethically to be more persuasive.
- Learn how to recognize and deflect unwanted pre-suasion.
Program Descriptions
Influence: The Ultimate Power Tool
90 Minutes
What does scientific research tell us about the persuasive approaches that make people most likely to say yes to requests? How can we use this research ethically and effectively?
Dr. Robert Cialdini, author of the ground-breaking book, Influence, is your guide, translating the scientific research into practical business applications. His widely acclaimed studies are highly instructive to those who want to be more influential.
Read more...
Weaving compelling stories with evidence-based statistics makes this program memorable and immediately applicable.
Here, Dr. Cialdini identifies and explains the six universal principles of persuasion that move others toward yes. Participants receive answers to such questions as: What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return?
When others are sitting “on the fence”, which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.
Used correctly and ethically, these scientifically-tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?
Influence During Times of Uncertainty
60 – 90 Minutes
In today’s uncertain environment, effective and ethical influence is necessary, pertinent, and now, more than ever, vital to success.
During this profound presentation, Dr. Robert Cialdini briefly reviews the six research-based universal principles of influence. He then focuses on those principles which are most effective under conditions of uncertainty. Those who learn how to apply these principles gain powerful leverage to bring about positive and lasting change in others, both inside and outside of their organization.
Read more...
Dr. Robert Cialdini, author of the groundbreaking books, Influence, and Pre- Suasion, is your guide in translating highly relevant but poorly-understood scientific research into practical business applications. His books have sold more than five-million copies worldwide. Dr. Cialdini is the world’s leading authority on influence and his widely acclaimed studies are highly instructive to those who want to be more influential.
After this presentation, participants will be able to:
- Recognize and use each of the universal Principles of Persuasion
- Understand the conditions under which uncertainty dominates decision making
- See how uncertainty can be harnessed to produce optimal influence
- Avoid mistakes that can unwittingly sabotage influence attempts
- Identify which principles work best under conditions of uncertainty
- Identify which aspects of these principles should be highlighted for greater persuasive success
Leadership Through the Power of Persuasion
40 – 90 Minutes
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 new opportunities. Or, it can be used clumsily, reducing the chance for genuine movement and, in the worst of cases, boomeranging into conflict and resentment.
Read more...
As such, it is important for those wishing to lead effectively to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. In his presentation, Dr. Robert Cialdini extracts from this formidable body of work the six universal principles of influence–those that are so powerful that they generate desirable change in the widest range of circumstances. The principles are:
- Reciprocation: People are significantly more willing to comply with requests (for favors, services, information, concessions, etc.) from a leader who has provided such things first.
- Commitment/Consistency: People are more willing to be moved by a leader if they see the change as consistent with a commitment they have previously and publicly made.
- Authority: The particular combination of expertise and trustworthiness renders a leader the most persuasive communicator science has ever uncovered.
- Social Proof: People are more willing to perform a recommended action if a leader provides evidence that many similar others are performing it.
- Scarcity: People find recommended opportunities more attractive to the degree that a leader can honestly position them scarce, rare, or dwindling in availability.
- Liking: People say yes to the leaders they like.
Dr. Cialdini’s presentation illustrates how these six principles have been and can be harnessed to meet specific influence objectives. Dr. Cialdini emphasizes the non-manipulative use of the principles so that those who are influenced feel personally committed to the new direction and to their relationship with the leader. It is only in this fashion that the influence process can be simultaneously effective, ethical, and enduring. And it is only in this fashion that it can enhance a lasting sense of partnership between those involved.
Pre-Suasion: Opening the Door to Persuasion
40 – 90 Minutes
The author of the legendary best-seller Influence, social psychologist Robert Cialdini shines a light on effective persuasion and reveals that the secret doesn’t lie in the message itself, but in the key moment before that message is delivered. What separates ordinary communicators from truly successful persuaders?
Read more...
Using the same combination of rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to capitalize on the essential window of time before you deliver an important message. This “privileged moment for change” prepares people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal presuasion. In other words, to change “minds” a pre-suader must also change “states of mind.”
In this program, Dr. Cialdini draws on his extensive experience as the most cited social psychologist of our time to illustrate how the Pre-Suasion process works and how it can be used in your organization. He explains the techniques a person can implement, ethically, to become more influential both professionally and personally. Altering a listener’s attitudes, beliefs, or experiences isn’t necessary.
All that’s required is for a communicator to redirect the audience’s focus of attention before a relevant action. By attending this program, participants will:
- Learn what pre-suasion does to make persuasion even more powerful.
- Learn how you can use pre-suasion ethically to be more persuasive.
- Learn how to recognize and deflect unwanted pre-suasion.
Influence Regained: Building Human Connection into a Digital World
60 Minutes
More than ever before, we are existing separately from one another. Increasingly, we work online, and separate from one another there. We shop online more than ever, and separate from one another there, too. The same is true for how we inform or educate ourselves and how we consume entertainment by simply clicking on sites that provide it, with little or no human interaction before, during, or after.
Read more...
The consequence is that, in each of these domains and overall in our lives, we are progressively losing human connection. And, research shows that human connection, which produces feelings of trust, approval, and appreciation, is enormously important in leading others to want to say “Yes” to us.
What’s the upshot of this for those of us who want to deliver more persuasive appeals in the midst of this change? It certainly is not to retreat from powerful technology as a means of communication, which is simply too beneficial to us by boosting the immediacy, efficiency, and reach of our messaging efforts.
Instead, we should undertake to infuse our technologies, even in their digital forms, with practices that reestablish the vital human connections that people have always sought when deciding to say “Yes, but have been increasingly missing. In his presentation, Dr. Robert Cialdini identifies research-confirmed ways to do precisely that—to install in our messaging tools the presence of human connection and the persuasive advantages that they provide. Importantly, the methods he specifies require little effort or expense, making them easy to implement for immediate impact.
2024 Program Fees
In the Contiguous U.S.
MT & PT Time Zones
- Keynote | 90 min or less | $70,000 + exp*
- Half Day | 3 hours or less | $80,000 + exp*
- Full Day | up to 5 hours | $115,000 + exp*
In the Contiguous U.S.
ET & CT Time Zones
- Keynote | 90 min or less | $75,000 + exp*
- Half Day | 3 hours or less | $85,000 + exp*
- Full Day | up to 5 hours | $120,000 + exp*
Outside the Contiguous U.S. **
- Keynote | 90 min or less | $95,000 + exp (for flight time under 12 hours***)
- Half Day | 3 hours or less | $105,000 + exp (for flight time under 12 hours***)
- Full Day | up to 5 hours | $145,000 + exp (for flight time under 12 hours***)
*Expenses are additional and include: first-class round trip airfare, lodging, meals and ground transportation. Airfare is always pro-rated when the itinerary involves multiple clients.
**Expenses are additional and include: first-class round-trip airfare. Due to extra days involved in traveling to off-shore engagements, we request a minimum of three nights’ lodging, meals, and ground transportation. Airfare is always prorated when the itinerary involves multiple clients.
***Expenses are additional please call for travel times over 15 hours.
All prices are in USD. Call to confirm current fees.
Contract Terms
- All prices are in U.S. Dollars. All fees outside the contiguous U.S. are NET of all special taxes including non-resident taxes and performance taxes.
- A half-day engagement entails three hours or less of contractual commitments plus appropriate breaks. In addition to a keynote presentation, commitments may include: moderated or open Q&A, book signing, meet and greet, photo ops and meal with VIPs. Commitments to be scheduled consecutively unless otherwise agreed upon by INFLUENCE AT WORK. Engagement start and end time to be included in the contract.
- A full-day engagement entails five hours or less of contractual commitments plus appropriate breaks. In addition to a keynote presentation, commitments may include: moderated or open Q&A, book signing, meet and greet, photo ops and meal with VIPs. Commitments to be scheduled consecutively unless otherwise agreed upon by INFLUENCE AT WORK. Engagement start and end time to be included in the contract.
- Payment terms: 50% due within 10 days upon receipt of contract. 50% remaining balance due 30 days prior to speaking engagements inside the U.S. and 60 days prior to speaking engagements outside of the U.S.
- Technology Requirements: LCD projector with screen, computer with PowerPoint, wireless remote control, wireless lavaliere microphone, small lectern and appropriate lighting. No duplication or distribution of Dr. Cialdini’s PowerPoint presentation will be permitted.
- Recording: No audio or video recording or streaming of any kind will be allowed.
