Robert Cialdini
The Architect
Structured and legacy-driven; builds the systems and institutions that last.
Robert Cialdini reads as The Architect because he treats persuasion as a structure to be reverse-engineered, not a trend to be speculated about. From cross-professional observation he distilled just six universal principles, a builder's instinct for locating load-bearing supports beneath surface features.
“No, that's really a good question. I went into it to get some ideas for doing research in my laboratories where I would say something this way versus that way and see how many people agreed with it. It was the same thing. I would just say it in different ways.”
“Well, that's a crucial question because if they're being used dishonestly, yes, then when we call them on them, we've caught them in the lie, right? And then they back away. But if they're being used honestly, if, for example, the last time I bought a television set, I was in an appliance store. I wasn't really looking for one.”
“You know, what I learned is that they recognize over many, many years they found out what works, but they really don't understand why it works conceptually, what are psychologically, what are the factors that make this thing work. When I would ask them about it, they would just give me a circular answer.”
“Going to go back to my previous answer and say that behavioral science now, behavioral scientists and psychologists are now speaking to the public.”
Masters in Business: “Robert Cialdini on the Psychology of Influence (Podcast)”
LISTEN AT THE SOURCE ↗THE RECORD IS CHECKABLE