Prepping for Influence

9781501109799_b4065The WSJ describes Robert Cialdini as “a pre-eminent social psychologist whose classic book Influence published in 1984, amply deserves its continued fame.”

In a new book, the author advances the topic, this time focused on what to do before trying to exert influence, Pre-Suasion: A Revolutionary Way to Influence and Persuade (S&S; S&S Audio; OverDrive Sample).

It is getting coverage in the business press by publications such as Forbes, and reaching broader markets via PBS’s News Hour. (see below).

In a recent report, Cialdini tells the News Hour’s Paul Solman that “pre-suasion” is:

“the practice of getting people sympathetic to your message before they experience it. It’s the ability to cause people to have something at the top of their consciousness that makes them receptive to your message that’s yet to come … It is what you say immediately before you deliver your message that leverages your success tremendously.”

Earlier this month, the WSJ ran a summary of his findings and, in a review, notes, “As you read, you will realize that the old aphorism is backward: You can get a horse to drink, but only if you lead him to the water.”

Library orders are light, with high holds ratios.

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