Robert Cialdini
Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies in over 30 languages and is a New York Times Bestseller.
His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.
Because of the world-wide recognition of Dr. Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.”
Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is CEO and President of INFLUENCE AT WORK; focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program.
Cialdini’s clients include such organizations as Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, Prudential, The Mayo Clinic, GlaxoSmithKline, Kimberly-Clark, Harvard University – Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.
For further details, please see:
http://www.influenceatwork.com/
Primary Interests:
- Applied Social Psychology
- Attitudes and Beliefs
- Helping, Prosocial Behavior
- Interpersonal Processes
- Persuasion, Social Influence
- Social Cognition
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Video Gallery
Secrets From the Science of Persuasion
Select video to watch
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11:50 Secrets From the Science of Persuasion
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7:55 The Psychological Trick Behind Getting People to Say Yes (PBS News Hour)
Length: 7:55
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6:55 The Power of Pre-Suasion (RSA Spotlight)
Length: 6:55
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9:48 How to Use Pre-Suasive Tactics on Others—and Yourself
Length: 9:48
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33:51 How to Get People to Say Yes (Inc.)
Length: 33:51
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1:50:29 Psychological Tricks to Persuade and Influence Anyone
Length: 1:50:29
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14:55 How to Influence Others
Length: 14:55
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1:31:37 Words That Matter (Behavioural Insights Team)
Length: 1:31:37
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1:08:46 How to Get People to Say "Yes"
Length: 1:08:46
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2:06 On the Importance of Reciprocity
Length: 2:06
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5:27 Explaining Social Psychology
Length: 5:27
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47:11 The New Psychology of Persuasion
Length: 47:11
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1:00:19 Mastering the Seven Principles of Influence and Persuasion
Length: 1:00:19
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2:50 The Neuroscience of Influence
Length: 2:50
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6:02 The Consensus Principle
Length: 6:02
Additional Videos
Books:
- Cialdini, R. B. (2021). Influence: The psychology of persuasion (new and expanded ed.). New York: Harper Business.
- Cialdini, R. B. (2016). Pre-suasion: A revolutionary way to influence and persuade. New York: Simon & Schuster Paperbacks.
- Cialdini, R. B. (2012). Influence: Science and practice—the comic. Highland Park, IL: Round Table Comics.
- Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2008). Yes! 50 scientifically proven ways to be persuasive. New York: Free Press.
- Kenrick, D. T., Neuberg, S. L., Cialdini, R. B., & Lundberg-Kenrick, D. (2021). Social psychology: Goals in interaction (7th ed.). Hoboken, NJ: Pearson.
- Martin, S. J., Goldstein, N., & Cialdini, R. B. (2014). The small BIG: Small changes that spark big influence. New York: Grand Central Publishing.
- Wosinska, W., Cialdini, R. B., Barrett, D. W., & Reykowski, J. (Eds.). (2001). The practice of social influence in multiple cultures. Mahwah, NJ: Lawrence Erlbaum Associates.
Journal Articles:
- Cialdini, R. B. (2009). We have to break up. Perspectives on Psychological Science, 4, 5-6.
- Cialdini, R. B. (2003). Crafting normative messages to protect the environment. Current Directions in Psychological Science, 12, 105-109.
- Cialdini, R. B., & Jacobson, R. P. (2021). Influences of social norms on climate change-related behaviors. Current Opinion in Behavioral Sciences, 42, 1-8.
- Cialdini, R. B., Lasky-Fink, J., Demaine, L. J., Barrett, D. W., Sagarin, B. J., & Rogers, T. (2021). Poison parasite counter: Psychological Science, 32, 1811-1829.
- Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psychology Bulletin 25, 1242-1253.
- Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with a viewpoint: Using normative appeals to motivate environmental conservation in a hotel setting. Journal of Consumer Research, 35, 472-482.
- Griskevicius, V., Cialdini, R. B., & Goldstein, N. J. (2008). Applying (and resisting) peer influence. MIT/Sloan Management Review, 49, 84-88.
- Guadagno, R. E., & Cialdini, R. B. (2002). On-line persuasion: An examination of differences in computer-mediated interpersonal influence. Group Dynamics: Theory, Research and Practice, 6, 38-51.
- Milkman, K. L., Gromet, D., Ho, H., Kay, J., Lee, T., Pandiloski, P., Park, Y., Rai, A., Bazerman, M., Beshears, J., Bonacorsi, L., Camerer, C., Chang, E., Chapman, G., Cialdini, R. B., Dai, H., Eskreis-Winkler, L., Fishbach, A., Gross, J. J., Horn, S., ... Duckworth, A. L. (2021). Megastudies improve the impact of applied behavioral science. Nature, 600,478-483.
- Petrova, P. K., & Cialdini, R. B. (2005). Fluency of consumption imagery and the backfire effects of imagery appeals. Journal of Consumer Research, 32, 442-452.
- Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology, 83, 526-541.
Other Publications:
- Brossard, D., Wood, W., Cialdini, R. B., & Groves, R. M. (2020). Encouraging adoption of protective behaviors to mitigate the spread of COVID-19: Strategies for behavior change. Washington, DC: The National Academies Press.
- Cialdini, R. B. (2022). A professional past of arranging to be compelled. In S. Kassin (Ed.), Pillars of social psychology: Stories and retrospectives. Cambridge, UK: Cambridge University Press. University Press.
- Cialdini, R. B. (2012). The focus theory of normative conduct. In P. van Lange, Kruglanski, A., & Higgins, E. T. (Eds.), Handbook of theories in social psychology. London: Sage Publications.
- Cialdini, R. B., & Goldstein, N. J. (2004). Social influence: Compliance and conformity. In S. T. Fiske, D. L. Schacter, & C. Zahn-Waxler (Eds.), Annual review of psychology (Vol. 55, pp. 591-621). Annual Reviews, Inc.
- Cialdini, R. B., Sagarin, B. J., & Rice, W. E. (2001). Training in ethical influence. In J. Darley, D. Messick, & T. Tyler (Eds.), Social influences on ethical behavior in organizations (pp. 137-153). Mahwah, NJ: Erlbaum.
Robert Cialdini
Department of Psychology
Arizona State University
Box 871104
Tempe, Arizona 85287-1104
United States of America
- Phone: (480) 967-6070