The Influence Equation: Simple Steps to Persuade Better | Steve Martin

By now you know that Tim and I are big fans of the Pillars of Influence, those ideas researched and curated by Robert Cialdini and his colleagues, and made popular in the book Influence. Now that book was first published back in 2006 and has sold millions of copies and is widely regarded as one of the most important books in in the behavioral science catalog. And we encourage you to read that, but we also encourage you to learn more about Robert Cialdini and his work, which you can find in our conversations with him from episode 50 way back in 2019. Episode two twenty six from May of twenty twenty one. And we also want to alert you to something that he did for the application of behavioral science.

Yeah, so several years ago, Cialdini founded a group of close knit associates to expand his ideas and his reach into applications. He called this inner circle. Influence at work. Now we've heard from two of those inner circle people in the past episodes. First we talked to Brian Ahern, we talked to him in twenty eighteen and twenty nineteen in episodes thirty nine and eighty nine. And the second person from that inner circle is Steve Martin. Now we first met Steve when he released the absolutely wonderful book on the messenger effect. And that was in episode one ten back in January of twenty twenty. Yeah, The Messenger Effect or The Messenger is the message is a terrific book that we highly recommend, particularly these days when we see how much sway powerful influencers have over many of our opinions and our beliefs. Yeah, and in addition to his work with Chaldini, Steve is also the faculty director of behavioral science at Columbia Business School and co-author of several international bestsellers, including Yes.

Fifty secrets from the science of persuasion. He's also the chair of one of the founding members of GABS, the Global Association of Applied Behavioral Scientists, which We're kind of fans of because we're members. Yeah. Well, you are. There we go. We invited Steve back to discuss his latest book, Influence at Work. Capture Attention, Connect with Others, and Convince People to Act. This book was published by The Economist, and in it he peels back the layers of research and boils down thousands and thousands of papers to get to the heart of it. How can we ethically use the principles of persuasion in our work lives? And why would we do that?

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