Using behavioural science to persuade your colleagues to do anything (including giving you a pay rise) - with Phill Agnew of Nudge

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#193: Phill Agnew is a marketing expert and host of the highest-ranking marketing podcast in the UK. He explains what behavioural science involves, how to use marketing principles to get a pay rise, and how to persuade your boss you have a good idea.

What you’ll learn

• [01:30] How Phill became a marketing expert.
• [02:49] How curiosity gaps work.
• [03:48] What behavioural science involves.
• [05:30] What a “nudge means in a behavioural science context.
• [07:16] The difference between a nudge and manipulating someone.
• [09:16] The variable reward techniques gambling apps use to get you addicted to them.
• [13:18] How social media uses variable rewards to keep you browsing.
• [14:08] Positive ways variable rewards can be used.
• [15:15] How to use anchoring to negotiate a salary rise.
• [18:26] The problems with anchoring.
• [19:28] Using loss aversion to get a pay rise.
• [21:15] How to use the commitment principle and consistency principle to get a pay rise.
• [24:11] The power of “no” and the door-in-the-face technique.
• [26:52] How to have a difficult conversation with a colleague.
• [28:48] What supercommunicators do and how they communicate.
• [33:20] Techniques you can use when business networking.
• [36:10] How to persuade your boss that you have a good idea.
• [42:08] How giving people autonomy changes how they respond.
• [45:12] How to use behavioural science in the workplace.

Resources mentioned in this episode
Please note that some of these are affiliate links and we may get a commission in the event that you make a purchase. This helps us to cover our expenses and is at no additional cost to you.

• Nudge, Richard Thaler and Cass Sunstein
• Decoded, Phil Barden
• Hooked, Nir Eyal
• Indistractable, Nir Eyal
• Octopus Energy
• Dishoom
• Never Split the Difference, Chris Voss
• You Have More Influence Than You Think, Vanessa Bohms
• The Power of Habit, Charles Duhigg
• Supercommunicators, Charles Duhigg
• How To Win Friends and Influence People, Dale Carnegie
• Nudge: Can Charles Duhigg Make Me Popular?
• Episode 183: The secrets to effective business development and getting more clients - with Deb Feder of Feder Development
• Influence, Robert Cialdini
• The Art of Thinking Clearly, Rolf Dobelli

For show notes for this episode, including a full transcript and links to resources mentioned, visit: