Influence at Work Blog

From left to right is Valerie Purdie-Vaughns, Geoffrey Cohen, Kevin Binning, Julio Garcia, Robert Cialdini, David Sherman, and Kimberly Hartson Started in 2008, the Robert B. Cialdini Award recognizes the author(s) of a publication that uses field methods and demonstrates relevance to outside groups. This award is designed to recognize the publication that best explicates […]

By Steve Martin, CMCT (not that Steve Martin) What sort of business traveler are you? Are you the sort who likes to keep yourself to yourself, who welcomes the solitude that an hour or two in an aircraft offers—to catch up on paperwork, read or, just be alone with your thoughts without the interruptions that […]

By Steve Martin, CMCT & Noah Goldstein, PhD. At first glance, little appears to differentiate Berkshire Hathaway annual stockholders reports from other major corporations’. (Except perhaps the results – a $1000 investment in Berkshire stock in 1965 is worth around $200,000 today). A closer look reveals something almost hidden in plain sight in the letter […]

  We want to help our followers keep their New Year’s resolutions using one of the Six Principles of Persuasion. The Principle of Commitment & Consistency states: “Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment”

By: Steve Martin, CMCT Persuasion researchers have consistently demonstrated that the most successful strategies that influence the decisions and behaviors of others gain their persuasive strength by triggering one of just three simple human motivations: 1) The motivation to make effective decisions efficiently. 2) The motivation to affiliate with and gain the approval of others. […]

By: Steve Martin, CMCT In last month’s post we claimed that, despite an abundance of strategies used to influence the decisions and behaviors of others, researchers have found that the most successful strategies gain their persuasive strength by triggering one or more of three simple human motivations. These motivations are: Making effective decisions efficiently Affiliating […]

By Mr. Steve Martin Despite our best intentions, many of the goals we set for ourselves go unfulfilled. To improve our career prospects, we’ll research going to night school but not make it to class. We’ll purchase a health club membership, only to find our attendance wanes after a couple of sessions. We promise to […]

By: Steve Martin, CMCT In the recently published book THE SMALL BIG co-authored by Robert Cialdini, Noah Goldstein and myself, we make a bold claim. Despite there being hundreds, perhaps thousands, of individual persuasion strategies used across the workplace, nearly all of the techniques that have been scientifically demonstrated to successfully change the thoughts, perceptions, […]

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