September 6, 2016
Interview with Robert Cialdini, author of the book Pre-Suasion
Mike Carruthers: To be more persuasive what you say before you ask can make all the difference. It’s called “pre-suasion”.Â
Robert Cialdini: In one study, for example, researchers approached individuals and asked for help for a marketing survey – only 29 agreed to participate.
Robert Cialdini, author of the book Pre-Suasion…
But if the researchers approached a second sample of individuals and preceded that request with a simple “pre-suasive” question – do you consider yourself a helpful person? Now 77.3% volunteered -why? When asked before the request if they were helpful nearly everyone said yes. Then most agreed to participate in order to be consistent with the recently activated idea of themselves as helpful people.
Another “pre-suasive” technique is when, for example, you present an idea to your boss…
Don’t ask for his or her opinion ask for his or her advice on the plan. Because there’s research that shows when people are asked for their advice about something they are put in a cooperative partnership state of mind and they become more supportive. If they’re asked for an opinion they step back from you.
