FEATURE19 April 2017

Success begins before you say a word

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Behavioural economics Features Impact

The godfather of influence, Dr Robert Cialdini, has looked at ‘pre-suasion’ and how the moments before we speak can influence people. He talks to Jane Bainbridge

Dr Robert Cialdini made his name as the godfather of influence when he wrote his seminal book Influence – The Psychology of Persuasion, published in 1984. It brought to the forefront the psychology of why people say yes ...