CISO Tradecraft: 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