robert cialdini

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Build Rapport at First Contact

The ability to build rapport quickly makes it easier to close business. The sooner you get in rapport with the prospect, the sooner you can move the sale forward. Here's a way to enhance rapport within 30 seconds of meeting a prospect, even if it's only on...

Tags: Sales strategy, Sales force management, Geoffrey James, rapport, Robert Cialdini, sales

Blog posts 2007-09-17

Additional Resources

Okla. State University offers Research Week events at Stillwater

Oklahoma State University's fifth annual Research Week is scheduled Monday-Friday at the Stillwater campus. Activities will begin with a presentation on "International Collaborative Research: an OSU-Germany Example" by Don Lucca, OSU School of Mechanical Engineering, at 10 a.m. Monday in the Student Union, Case Study 3....

Articles 2008-02-15

BOOKCASE : Yes! 50 Secrets from the Science of Persuasion

Noah J Goldstein, Steve J Martin and Robert B Cialdini * Profile Books * RRP $32.99 Because. That's what it all comes down to apparently. It's probably bad form to give away secrets in a review - but the thing which interested me most about this...

Articles 2008-02-01

YOU MAY TALK THE TALK, BUT IF YOU WANT TO CONVERT THE MASSES, YOU

WE ARE ALWAYS being reassured that green issues are no longer a minority interest. Yet you only have to take a walk down the high street at this time of year to question how much change has actually taken place. There is, it seems, a great deal of persuasion still...

Articles 2006-12-13

Albright has her say at negotiation forum

Former Secretary of State Madeline Albright will address the principals of negotiation during HSM Group's 2005 World Negotiation Forum, which is being held on November 8 and 9 at the New York City Center. The event is co-sponsored by Trammell Crow Company. The Forum will explore...

Articles 2005-10-26

InPulse celebrates 10 years in the DR biz with record numbers; hosts industry colleagues on British Columbia getaway.(InPulse Response Group, direct response marketing)(Brief article)

PHOENIX -- InPulse Response Group, one of the leading telesales companies in the direct response market, is celebrating its 10th year in the DR business--and having a record year in the process. To commemorate the anniversary and thank a number of its industry colleagues for their ...

Articles 2005-10-01

Being sold on the subconscious: marketers mine mind field in search for new ways to promote product.(Dr. Clotaire Rapaille, Dr. Robert Cialdini)

DR. CLOTAIRE RAPAILLE wants to get under your skin. Rapaille is a French psychologist-turned-marketing consultant who specializes in mining the subconscious drives of American consumers. He's earned millions of dollars shaping the ad campaigns for Folger's coffee, Crest toothpaste, Jack Daniels and...

Articles 2005-08-26

TOM CONFRONTS AN ETHICS BREACH

The following hypothetical human resources issue has, like so many of its ilk, no "correct " solution. To help your colleagues deal with such a situation, please tell us how you would resolve it. We'll print as many as space permits. The Editor. "Tom Evers," XYZ Corporation's research VP, was...

Articles 2004-11-01

South Florida Sun-Sentinel Business Strategies column.

By Marcia Heroux Pounds, South Florida Sun-Sentinel Knight Ridder/Tribune Business News Oct. 21--The CEO of a small software company received an urgent call for help from his biggest customer. He not only sent his two best technicians to take care of...

Articles 2004-10-21

Win Donors With Tools of Persuasion, Says Article in Stanford Social Innovation Review

Business Editors STANFORD, Calif.--BUSINESS WIRE--Aug. 12, 2003 Building on the extraordinary success of its sold-out inaugural issue, the Stanford Social Innovation Review, published by the Stanford Graduate School of Business, continues to provide provocative insights and research from world-class faculty on nonprofit management, philanthropy, and corporate...

Articles 2003-08-12

POWER of persuasion, THE

THIS STORY BEGINS WITH A MYSTERY. A few years ago, I read a newspaper article describing $5,000 in humanitarian aid that had been sent between Mexico and Ethiopia. At the time, Ethiopia could fairly lay claim to the greatest suffering in the world. Because of a long drought and...

Articles 2003-07-01

Rejection-Then-Retreat: Getting Them to Give

Reciprocity also governs another kind of behavior that lends itself to compliance: concessions. If two people start out with incompatible positions, and one person makes a concession, the other feels a need to reciprocate with a concession in return. To test this technique, my research assistants and I conducted...

Articles 2003-07-01

Boy Who Cried 'Scarcity', The

The threat of potential loss plays a large role in human decision making. When uncertain, people are motivated more by the thought of losing something than by the thought of gaining something of equal value. In a study done in California, researchers checked people's homes and advised them to...

Articles 2003-07-01

Readings at the Intersection of Culture and Faith: Consumerism and Christian Community

Books Discussed Influence: The Psychology of Persuasion. By Robert B. Cialdini. Revised Edition. New York: Morrow/HarperCollins, 1993. xvi + 320 pp. $15.00 paper. Affluenza: The All-Consuming Epidemic. By John De Graaf, David Wann, and Thomas H. Naylor. San Francisco: Berrett-Koehler, 2001. xvi + 268 pp. $24.95 cloth; $16.95 paper. Also...

Articles 2003-07-01

What to Do When Nobody's Buying What You're Selling

Times are tough. The bear market has sent your clients into hibernation. And, truth be told, if your bank account weren't growling with hunger, you'd be happy to curl up for a long nap, too. The cold, hard fact is that to many investors, you're as welcome as the iceman...

Articles 2003-02-01

The science and practice of persuasion: from business owners to busboys, the ability to harness the power of persuasion is often an essential component of success in the hospitality industry. (Marketing).

Research reveals that there are six basic principles that govern how one person might influence another. Those principles can be labeled as: liking, reciprocation, consistency, scarcity, social validation, and authority. (1) In the pages that follow we elaborate on each of those six principles and highlight some of their applications...

Articles 2002-04-01

Milwaukee-Area Apartments Sell for $10.4 Million.

By Tom Daykin, Milwaukee Journal Sentinel Knight Ridder/Tribune Business News Aug. 6--Three Milwaukee-area apartment complexes were recently sold in separate sales totaling $10.4 million. The 48-unit Villager Apartments, 3955 N. Murray Ave., Shorewood, was sold by the Weiss...

Articles 2001-08-06

Pioneers, Researchers, Educators and Visionaries Join Forces in Groundbreaking Online Source for Important Psychological Information

Business Editors/High-Tech Writers WASHINGTON--BUSINESS WIRE--Aug. 7, 2000 Leaders in the Field of Psychology Form Unprecedented Team of Experts in Online Venture: RealPsychology.com In an unprecedented effort to bring proven, research-based psychology information to people and clinicians, an initial team of nine of...

Articles 2000-08-07

Psychological power of positive recycling

Arizona State University psychology professor Robert Cialdini has conducted considerable research to see how people respond when they have the opportunity to recycle. As reported in Arizona Pride, newsletter of Arizona Clean & Beautiful, his findings verify the importance of the behavior-based approach to recycling. Cialdini observed that "if people...

Articles 2000-05-01

Social Psychology: Unraveling the Mystery. - Review - book review

KENRICK, Douglas T., NEUBERG, Steven L., & CIALDINI, Robert B. Social Psychology: Unraveling the Mystery. Boston: Allyn and Bacon, 1999. 648pp. h. The authors arrange the findings of the field of social psychology into a patterned whole. To this end, they use the recurrent themes of goal orientation...

Articles 1999-09-22