A Revolutionary Way to Influence and Persuade
5:30pm - 6:30pm: Open book discussion
Free meeting for Chapter members.
Preregistration, reading the book before the meeting, and bringing a copy (e-book okay) of the book to the meeting is required.
About the Book Club Meeting
The PMIWDC Reston Book Club is a forum for talking about books that touch on the widely varied challenges of project and program management. Our meeting on Pre-Suasion will take place on Wednesday, March 29th, 2017. We will meet in the first floor meeting room in the offices of CACI from 5:30pm - 6:30pm.
Read more about the format of the book club in "About the Book Club" below.
About the Book
Pre-Suasion: A Revolutionary Way to Influence and Persuade
Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert B. Cialdini (2016) Current price is $17.23 hardback or $14.99 kindle version on Amazon. An E-book version is fine. The book may also be available from your local library.
The author accompanied and observed many training programs to see if he could register not just what practitioners in general did to succeed but also what the best of them did. One such practice quickly surfaced that shook his assumptions. The highest achievers spent more time crafting what they did and said before making a request.
They spent much of their time toiling in the fields of influence thinking about and engaging in cultivation—in ensuring that the situations they were facing had been pretreated and readied for growth. Of course, the best performers also considered and cared about what, specifically, they would be offering in those situations. But much more than their less effective colleagues, they didn’t rely on the legitimate merits of an offer to get it accepted; they recognized that the psychological frame in which an appeal is first placed can carry equal or even greater weight.
The best persuaders become the best through pre-suasion—the process of arranging for recipients to be receptive to a message before they encounter it. To persuade optimally, then, it’s necessary to pre-suade optimally. But how?
In part, the answer involves an essential but poorly appreciated tenet of all communication: what we present first changes the way people experience what we present to them next. The author identifies six psychological principles that appeared to be deployed routinely in long-prospering influence businesses and reviews the six—reciprocation, liking, social proof, authority, scarcity, and consistency—represent certain psychological universals of persuasion.
Based on the amount of time you will spend in self-directed study of negotiation – we estimate four to six hours of reading, which converts to 4 - 6 PDUs for qualified PMPs who are under the 30 PDU limit for their current three year certification cycle. Please note that these PDUs will need to be reported as Category C: Self-Directed Learning. For full details on PDU reporting refer to the PMP Handbook.
About the Member's Only Reston Book Club
The Reston Book Club is a forum for talking about books that touch on the widely varied challenges of project and program management. There is no Book Club membership. Any PMIWDC member can sign up to join our conversations. There are just three key requirements: preregistration, reading the book before the meeting, and bringing a copy of the book to the meeting. Note that you should sign up early as we limit the discussion to fifteen people so that everyone has a chance to share their opinion.
Come to the Book Club with an open mind and prepare to have your understanding adjusted as you hear about the book through the voices of your professional peers.
Studying project management and related topics through books is recognized and rewarded by PMI in PDUs, roughly on the basis of one hour of study equals one PDU. Continued certification as a PMP requires the accumulation of these valuable credits and we are pleased to offer this opportunity to obtain both the important training and the educational credit associated with it.