Presenting Learning

9

Persuasion for Learning Professionals

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Providing statistics, great content, and a solid business case aren't all learning professionals need to progress in the 21st-century organization. It also helps to have some skills of persuasion. Robert Cialdini,^* a professor of social science at Arizona State University, is an eminent authority on the social science of persuasion. He has discovered that the psychology of persuasion can be broken down into six basic principles. You've already read about one of them—reciprocity—in chapter 5. In this chapter, we'll explain the other five and ...