#2 - Principles of Persuasion

To become an effective CISO you need influence skills.  On this episode we explore Robert Cialdini's book, "Influence" and discuss the psychology of persuasion.  We will explore 6 key areas of influence: Liking- If people like you - because they sense that you like them, or because of things you have in common - they're more apt to say yes to you Reciprocity- People tend to return favors.  If you help people, they'll help you.  If you behave in a certain way (cooperatively, for example), they'll respond in kind Social Proof- People will do things that they see other people doing- especially if those people seem similar to them Commitment and Consistency- People want to be consistent, or at least to appear to be.  If they make a public, voluntary commitment, they'll try to follow through  Authority- People defer to experts and to those in positions of authority (and typically underestimate their tendency to do so) Scarcity- People value things more if they perceive them to be scarce If you would like to more on this topic, then we recommend you read Cialdini's work: Website https://www.influenceatwork.com/principles-of-persuasion/ Book https://www.amazon.com/Influence-Psychology-Persuasion-Robert-Cialdini/dp/006124189X Chapters 00:00 Introduction 03:21 The Principles of Persuasion 05:27 How to be a Great Speaker and Get People to Like You 09:01 How to Win Friends and Influence People 13:45 How does a Mint Influence your Tipping? 15:04 Doing a Favor for Someone is a Good Thing 17:29 The Concept of Social Proof is Security 21:34 How to Defend against Audits 26:15 Getting Small Commitments Out of People Early On 29:20 The Importance of Consistency in Influencing 34:12 The Six Principles of Persuasion 38:57 Is there a Scarcity of Time? 43:13 The Six Chaldini Factors Recap