Introducing Steve Martin
This week I’m talking to Steve Martin. Steve is a behaviorial science practitioner at heart as a leading member of Dr Robert Cialdini's consultancy Influence at Work, where he heads up the UK practice. So you should have some clues to today's theme.
Steve is a Royal Society nominated author and a co-author with Bob Cialdini on a number of books, including their most recent tome, alongside Dr Noah Goldstein, ‘Messengers, Who We Listen to, Who We Don’t and Why’. This is a timely exploration of why some people in society are listened to and why others are ignored regardless of the truth or wisdom of their message; a subject we address today. In all, Steve's books have sold in excess of 1.5 million copies.
He is Visiting Professor of Behaviorial Science at Columbia University Graduate School of Business and a guest lecturer at the London School of Economics and Harvard. His Persuasion column in British Airway’s in-flight magazine is seen by over two million people every month and he is a regular contributor to the Harvard Business Review. So next time you're flying BA, why not flick through the magazine beyond the perfumes and chocolates and be persuaded by Steve.
In advance of finding a flight on BA…
Show notes
The work and influence of Bob Cialdini over nearly 50 years
What leads us to say “Yes” to a request
What came before Bob, codifying social psychology for everyone and making it accessible
Immunisation of influence techniques
How a waiter/waitress can increase their tips through reciprocity
Small Bigs: creating big impacts with small changes
What makes some people better communicators than others?
Why are self-confident ignoramuses so often believed and why are thoughtful experts ignored?
In an increasingly information overloaded world, the messenger has become the message
Hard (perceived status and dominance) and soft (making connection with others) messengers
How truth and trust work together. How can you trust someone who lies to you?
How do we use influence techniques for good in a world of disinformation?
Influence and sports management: history is important, but recency keeps the score
What Steve has learnt from co-authorship
Next time with John List
Next time, join me in conversation with economist at the University of Chicago John List who recently wrote the book ‘The Voltage Effect: How to Make Good Ideas Great and Great Ideas Scale’. John is also Chief Economist at Walmart and was formerly in that role at both Uber and Lyft. Suffice to say, John has some great tales to tell.
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Till next time,
Daniel
Steve Martin on influence & persuasion