Why should anyone listen to you? The power of messengers
Eat Sleep Work Repeat
Bruce Daisley
4.7 • 989 Ratings
🗓️ 5 February 2020
⏱️ 52 minutes
🧾️ Download transcript
Summary
"We used to think 'the medium is the message', now we know that the messenger is the message".
Stephen Martin was the co-writer of one of my favourite books, Yes! so I was thrilled when I saw he had a new book, Messengers. He agreed to come on and talk about both books. How important are superficial aspects like appearance in our credibility. What is the one thing that we should do to make people like us more?
We discuss decision architecture, how any of us can influence others and the constituent parts of the choices that we all make.
Stephen - and his co-author, Joseph Marks are two of the most fascinating experts to help us interpret the complexities of trust and how we can foster a warmth in our own communication.
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Transcript
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| 0:00.0 | Hi this is Eat Sleep Work Repeat, I'm Bruce Dasley. It's a podcast about making work just a little bit better. |
| 0:11.0 | You can find all the previous episodes on our website which is |
| 0:14.7 | eat sleep work repeat.com. There's lots of brilliant stuff on there in the past |
| 0:19.5 | chatted to people like Seth Godin chatted to just an incredible range of people who maybe could help you improve |
| 0:27.0 | your work. |
| 0:28.0 | I was really delighted when a new book landed on my desk a couple of weeks ago from someone who has written one of the things |
| 0:35.6 | that I've returned to more than almost anything else. |
| 0:39.4 | This book was by Stephen Martin writing with Joseph Marks and Stephen is the author of a book called |
| 0:45.2 | Yes which is a collaboration with a legendary social scientist called Robert |
| 0:50.6 | Chaldini so let's go back two steps Robert Chaldini wrote probably one of the called and the books called Influence. It's not an exaggeration to say, I think it was published in 1984, |
| 1:05.7 | it's not an exaggeration to describe it as essential. It's important because it sort of created |
| 1:10.5 | this whole new field of social science. |
| 1:12.8 | Influence, which was subtitled the Psychology of Persuasion, |
| 1:16.1 | was allegedly based on three years undercover work, |
| 1:19.6 | watching the best sales, people in, car sales charity fundraisers the best |
| 1:25.8 | telephone sales people much of what has followed in social science since as |
| 1:31.1 | emulated Chaldini's approach. I think it sold the |
| 1:35.7 | late this time that I looked at it. It sold about three or four million copies. |
| 1:38.8 | Chaldini's book with Stephen Martin was published 23 years later. So this was called |
| 1:44.4 | Yes, 50 Secrets from the Science of Persuasion and effectively it took the |
| 1:49.1 | learnings of influence and showed how we could use them in the real world. |
| 1:52.4 | Genuinely the reason why my own book the and showed how we could use them in the real world. |
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