July 7, 2019

Grooving: On Liking

In this episode, Kurt and Tim explore Robert Cialdini’s Fifth Principles of Influence: Liking. In it, we groove on the very powerful tool for influence and persuasion and give examples of how to apply it.

In short, we like people who like us and are more willing to do things for others who we like. We can find aspects of liking and similarity on a multitude of levels, and this subconscious bias impacts much of what drives our behavior. There are three key things to keep in mind when it comes to maximizing the impact of liking: 1. Don’t give people a reason to say no, 2. Be cooperative, and 3. Be authentic in the way you present yourself.

We hope you enjoy our short grooving session on liking. If you find yourself liking this episode, please be kind enough to leave us a review. Thank you.


Robert Cialdini, PhD on Liking: https://www.influenceatwork.com/principles-of-persuasion/

Negotiation study: https://www.pon.harvard.edu/daily/negotiation-training-daily/negotiate-relationships/

Attractive Bankers in Call Center study: https://journals.sagepub.com/doi/abs/10.1177/002224298404800110

Halo effect: https://en.wikipedia.org/wiki/Halo_effect

Celebrity effect: https://en.wikipedia.org/wiki/Celebrity_branding

Kurt Nelson: @motivationguru and https://www.linkedin.com/in/kurtwnelson/

Tim Houlihan: @THoulihan and https://www.linkedin.com/in/tim-houlihan-b-e/

Check out the Behavioral Grooves website: https://behavioralgrooves.com/

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