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Simple Jury Persuasion: Channeling Cialdini & becoming a master of social influence
Robert Cialdini is perhaps the most well-known voice of persuasion. He knows how it’s done and how to do it right. He also has a sense of humor and we like that. He explains how Luke Skywalker turned Darth Vader from the pursuit of evil through the use of ‘social labeling technique’.
Luke Skywalker: I’ve accepted the truth that you were once Anakin Skywalker, my father.
Darth Vader: That name no longer has any meaning for me!
Luke Skywalker: It is the name of your true self. You’ve only forgotten. I know there is good in you.
In brief, you assign a label to a person and then make a request of them consistent with that trait. Tybout and Yalch used this technique in political contests to increase the likelihood of voting among citizens (“you are above average and therefore more likely to vote and participate in community events”). Voting was increased almost 10%!
Cialdini recommends use of this strategy to cement relationships with your clients (“we appreciate the trust you have placed in us and we will make good on that trust”). Or to encourage a gifted but tired associate (“you are so hardworking and perseverant—remember the last case where you….”). And, of course, he cautions against using this for evil. Only assign trait labels that are accurate.
As in a comment to the jury—“I’ve been impressed with your attention and consideration of the evidence and I know you will take that same energy into your deliberations”. While Cialdini doesn’t know our readers—we do. And we know you would never use this technique for evil. We sense much good in you…
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[...] was written by Rita Handrich: "Robert Cialdini is perhaps the most well-known voice of persuasion. He knows how it's done and [...]
RT @RobertCialdini: RT @keenetrial Simple Jury Persuasion: Channeling Cialdini & becoming a master of social influence.. http://bit.ly/dd1wRv ^EV
RT @keenetrial Simple Jury Persuasion: Channeling Cialdini & becoming a master of social influence.. http://bit.ly/dd1wRv
Simple Jury Persuasion: Channeling Cialdini & becoming a master of social influence http://bit.ly/9jqFeo via @AddToAny
RT @keenetrial Simple Jury Persuasion: Channeling Cialdini & becoming a master of social influence.. http://bit.ly/dd1wRv ^EV
Rita,
Cialdini’s work is great and anyone not familiar with it should start with “Influence: The Psychology of Persuasion.”
Excellent tip as always. Keep up the great work!
Bradley B. Clark
Austin, Texas