Podcast Summary: Squiggly Careers #451 – How to Have Influence at Work

Date: January 14, 2025
Hosts: Sarah Ellis and Helen Tupper
Main Theme:
How to consciously and ethically gain influence at work, based on Bob Cialdini’s renowned research on the psychology of persuasion, and practical applications for career development.

Overview

In this episode, Sarah and Helen use Bob Cialdini’s influential work, “The Psychology of Persuasion,” as the basis for a deep dive into influence in the modern (“squiggly”) workplace. They discuss why influence matters, reflect on the difference between influence and manipulation, break down key principles from Cialdini’s research, and translate these into actionable strategies for listeners to boost their career development through positive, relationship-driven influence.

Key Discussion Points & Insights

1. Why Influence Matters in Squiggly Careers

• Influence is everywhere: Both day-to-day and at “career moments that matter” like interviews or transitions.
• Relationship building is crucial: “There is a really strong connection between your ability to build brilliant relationships and then your ability to influence.” (Sarah, 01:43)
• Influence ≠ manipulation: The intent and ethics behind influence make all the difference.

2. The Seven Skills of Influence (Based on Cialdini’s Work)

Helen recaps that Bob Cialdini’s book and recent video book explore seven techniques for influence, with recent addition “Unity.”

• Not all techniques are ethical or positive—Cialdini himself highlights “watch outs” for manipulative uses. (Helen, 02:31)

3. Memorable Influence Principles

A. Social Proof and Peer Suasion

• We are strongly affected by what our peers do (“peer suasion”).
• Example: “When you go onto lots of websites now, it always says, you know, 29 other people are looking at this item... and I think it creates a sense of sort of urgency.” (Sarah, 04:17)
• Application at work: Influence is magnified in communities; getting key peers on board can create a ripple effect.
• Quote: “If they can, I can.” (Helen, 07:33) – Seeing people like us learn or take action motivates us to do the same.

B. Authority: Being ‘in authority’ vs. ‘an authority’

• Two paths: Power from position OR power from expertise.
• You can choose and build the latter: “We are not always in authority... but I think you have the power to become an authority.” (Helen, 08:05)
• Watch out: Pausing before accepting influence from authority, just because of their title or status.

C. Good Ideas Need More Than Just Goodness

• Anecdote: The invention of the shopping trolley/cart – even great innovations need modeling before they're adopted.
• Quote: “A good idea is often not good enough to persuade people, particularly around... behavior change.” (Sarah, 10:46)
• Lesson: Ideas need visible adoption by others to spread.

D. The ‘Small Yes’ Before the ‘Big Yes’

• Start with a manageable request before making a bigger ask.
• Example: People were more likely to put a large sign in their garden after first agreeing to a small window sticker. (Helen, 13:35)
• Application: In the workplace, partition your asks to build buy-in.
• Quote: “If there’s a big ask, maybe don’t go in first with the big ask. Think about what would be a smaller ask that is more likely to lead to a yes.” (Helen, 13:56)

4. Actionable Strategies for Listeners

• Encourage Public Commitments:
  “If you share that you’re part of the video book club on LinkedIn, you are much more likely to watch all of the video books just because you have publicly committed.” (Sarah, 15:27)
• Public Declarations Increase Follow-Through:
  Making actions visible to others can increase motivation and accountability.
• Offer Immediate Rewards for Action:
  Example: Motivating workshop participants to declare actions publicly by offering a valued resource or incentive.
• Leverage Reciprocation Strategically:
  Give thoughtfully and with timing in mind for maximum positive influence.
  • “If I help someone, they are more likely to help me. So I can influence them by giving first... the timing is really important.” (Helen, 19:03)

Notable Quotes & Memorable Moments

• On Manipulation vs. Influence:
  “There is a difference between influence to increase your impact and manipulation, which is more... seedy.” (Sarah, 01:17)
• Challenging Authority:
  “Just because you are in authority does not mean that what they say you have to go along with.” (Helen, 09:22)
• Adoption of New Ideas:
  “Ideas alone are often not enough... you need other people role modeling it, those kind of early adopters.” (Sarah, 12:07)
• Public Commitment:
  “If you share it, you’re more likely to commit to it. Like sharing works, but there’s no immediate kind of payoff.” (Sarah, 16:57)
• Intentional Reciprocation:
  “If you are giving to somebody with the intent of influencing... the timing is really important.” (Helen, 19:19)

Timestamps for Important Segments

• 00:33 – 02:31: Why influence matters & ethics of influence
• 02:31 – 04:01: Cialdini’s seven skills of influence; preview of later interview
• 04:08 – 07:36: Social proof and peer influence, importance of community
• 07:36 – 10:31: Authority, expertise, and maintaining a critical approach
• 10:32 – 13:31: Good ideas often need social modeling (shopping trolley story)
• 13:31 – 15:07: “Small yes” leads to “big yes”—how to build agreement
• 15:07 – 19:03: Translating these ideas into practical actions and public declarations
• 19:03 – 20:57: Reciprocation and being intentional with giving at work

Takeaway Actions for Listeners

• Reflect on moments where you want more influence and the methods you use.
• When seeking buy-in, engage key peers and foster community around your ideas.
• If you’re introducing something new, cultivate early adopters to model behaviors.
• Break big asks into smaller, manageable commitments, then build up.
• Encourage yourself and others to make public commitments for greater accountability.
• Be mindful about reciprocating: help others with purpose, and time your asks strategically.

Next episode: Burnout and stress (promised to be “more fun than it sounds!”)

Community Invitation: Share your reflections from the video book and episode via email or LinkedIn.

Practical, relationship-first, and rooted in ethical influence—a quintessentially Squiggly approach to shaping your workplace impact.