40. Dr. Robert Cialdini - Influence at Work

Navigating Sports Business

Mar 16 2022 • 48 mins

Dr. Robert Cialdini is is the author of the best-selling book, Influence, and is an expert on psychology and human behavior. His research spans sports fandom, business, and beyond. He and AJ Maestas discuss the 7 principles of persuasion:

  • Reciprocity
  • Scarcity
  • Authority
  • Consistency
  • Liking
  • Social Proof
  • Unity

Bob shares how to use these principles to ethically inform and influence people in a business setting, including best practices for negotiation, price setting, and messaging.


2:55 - What the sports industry can learn from experts like Bob

10:50 - The 7 Principles of Persuasion

21:05 - Using Bob’s work in Sports

28:05 - Bob’s research on sports fandom

Find Bob's books and his new course (coming Autumn 2022) here: https://www.influenceatwork.com/

Link to the research Bob mentioned: https://hbr.org/2021/12/need-a-favor-research-suggests-its-best-to-ask-in-person?ab=hero-subleft-3

Link to Sapiens by Yuval Noah Harari: https://www.ynharari.com/book/sapiens-2/

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