Host Barry Moline and Tara Landes delve into the intricacies of influence and persuasion, emphasizing the importance of ethical practices. Barry introduces three core elements of ethical persuasion: truth, common sense, and wisdom. Tara challenges the notion of common sense, arguing that it is subjective and context-dependent. They discuss how truth can also be interpreted differently based on individual perspectives. Through various examples, including personal and professional experiences, they explore the fine line between ethical influence and manipulation. The conversation underscores the complexities and nuances of maintaining ethical standards in persuasion and influence.
Host Barry Moline and Tara Landes delve into the intricacies of influence and persuasion, emphasizing the importance of ethical practices. Barry introduces three core elements of ethical persuasion: truth, common sense, and wisdom. Tara challenges the notion of common sense, arguing that it is subjective and context-dependent. They discuss how truth can also be interpreted differently based on individual perspectives. Through various examples, including personal and professional experiences, they explore the fine line between ethical influence and manipulation. The conversation underscores the complexities and nuances of maintaining ethical standards in persuasion and influence.
Elements of Ethical Persuasion (00:00:44)
Barry outlines the three elements of ethical persuasion: truth, common sense, and wisdom.
Questioning Common Sense (00:01:12)
Tara shares her perspective, arguing that common sense varies based on individual experiences.
Contextual Nature of Common Sense (00:01:55)
Tara explains that common sense is contextual and differs between cultures and personal backgrounds.
Is Truth Contextual? (00:03:03)
Barry and Tara discuss whether truth can also be considered contextual, highlighting differing perspectives.
Ethics in Pricing (00:04:26)
Tara raises the issue of ethical pricing during crises, using the example of overpriced hand sanitizer.
Wise Recommendations (00:05:19)
Barry introduces the third element, wisdom, questioning if recommendations are wise for close relationships.
Ethical vs. Unethical Investment (00:06:09)
Tara shares her experience with stock promoters, illustrating the difference between wise and ethical investments.
Win-Win Outcomes (00:08:15)
Barry proposes the idea of win-win outcomes as a basis for ethical decisions in persuasion.
Scarcity of Information (00:10:37)
Tara discusses the ethical implications of selling exclusive information, questioning its morality.
Manipulation vs. Persuasion (00:11:46)
Barry notes the continuum between influence and manipulation, emphasizing intent in ethical persuasion.
The Role of Ethics in Influence (00:12:43)
Barry reflects on the complexities of ethical influence, noting that it can be used for both good and bad.
Legitimate Scarcity (00:13:23)
Barry explains the concept of legitimate scarcity in marketing, contrasting it with manipulative practices.
Conference Ticket Ethics (00:14:46)
The discussion shifts to ethics surrounding free conference tickets and their impact on paying attendees.
Search Pricing and Ethics (00:16:32)
Barry and Tara relate ethical considerations to search pricing, referencing a recent airplane ticket discussion.
Applying Influence Principles (00:16:49)
Tara shares her personal experiences using influence principles in her work, particularly in waitressing.
Reciprocity in Service (00:17:51)
Tara discusses using the principle of reciprocity to increase tips by providing extra service.
Ethics of Gift-Giving (00:18:27)
Tara reflects on the ethics of giving gifts to customers to enhance their experience and increase tips.
Here are the extracted timestamps and their corresponding titles from the podcast episode transcription segment:
The Value of Gifting (00:18:42)
Tara discusses the importance of providing value through thoughtful gifts, using a pen as an example.
Reciprocity in Action (00:19:48)
Tara shares stories of how gifting pens led to positive responses and increased goodwill.
The Power of Storytelling (00:20:06)
Barry emphasizes that sharing the story behind a gift enhances its perceived value.
Confirming Friendships (00:20:33)
Barry reflects on using affirmations to strengthen friendships and the ethics of influence.
Encouraging Progress (00:22:16)
Tara explains how congratulating clients on starting projects fosters motivation and commitment.
Verbal Upfront Contracts (00:26:05)
Tara introduces a technique for addressing issues proactively through structured conversations.
Managing Expectations (00:29:04)
Tara illustrates how to set expectations with clients to prevent delays in decision-making.
Building Authority (00:30:59)
Tara discusses enhancing credibility by using data and specific achievements in professional bios.
Using Testimonials Effectively (00:33:24)
Tara explains the importance of gathering and utilizing testimonials for credibility and marketing.
Asking for Reviews (00:36:01)
Tara shares her approach to requesting reviews from clients as a form of appreciation.
Obtaining Google Reviews (00:36:39)
Discussion on the system for acquiring Google reviews and its effectiveness.
Offering Help in Crisis (00:37:16)
Tara explains the importance of providing specific options when offering help to someone in need.
Cialdini Certified Trainers (00:38:39)
Barry and Tara celebrate their certification as Cialdini trainers and discuss its significance.
Overview of Bell Rock Services (00:39:08)
Tara describes the various foundational services offered by her company, Bell Rock.
Management Training Programs (00:40:27)
Details about the management training programs, including class structure and one-on-one coaching.
Impact of Learning (00:41:39)
Tara explains how follow-up coaching enhances the learning experience from the original class.