We are trained from birth to obey authority figures. Parents, teachers, police officers, doctors. This gives us access to another powerful decision trigger we can skillfully incorporate in our communication, regardless if it is in sales, negotiations, customer service, leadership, team management or at home. The principle of Authority is very powerful and its effects often go unnoticed. Authority signals also pose a risk to us. Our obedience can go too far.

In this episode, Patrick deep dives into the Principle of Authority, anchored by the infamous Milgram Experiment. You’ll hear the disturbing details of how ordinary volunteers were willing to inflict severe pain on strangers simply because an authority figure said, "The experiment requires that you continue."

But Authority isn't just about obedience; it's about credibility. Patrick explains how to harness this principle ethically to establish trust before you even open your mouth.

✅ The Milgram Experiment: The shocking 1962 study where 65% of participants administered the maximum 450-volt shock to a stranger.

✅ Modern Replications: Why this isn't just "history"—a 2006 replication showed 73% of women and 65% of men still complied.

✅ The Medical Danger: How the unthinking obedience to doctors leads to a 40% harm rate in primary care worldwide.

✅ "In" Authority vs. "An" Authority: The difference between having power (a boss) and having wisdom (an expert)—and why people want to follow experts.

✅ The Introduction Strategy: Why introducing yourself makes you sound boastful, and the simple strategy to get someone else to do it for you (activating Reciprocity and Social Proof in the process!).

✅ The Cost of Ignorance: A breakdown of how a 10-15% underperformance in persuasion skills can compound into a 55% loss in profit.

❗️Your Ethical Persuasion Challenge❗️

1. Stop Introducing Yourself: For your next presentation or meeting, arrange for a colleague or host to read a short bio about you before you speak. Watch how the room's respect for you changes.

2. Audit Your Bio: Does your introduction establish you as an authority (expert) or just someone in authority (boss)? Focus on expertise.

3. Question Authority: In your personal life (especially medical situations), remember the Milgram experiment. It is okay—and ethical—to respectfully question advice to ensure it is accurate.

Resources Mentioned:

Video: The Milgram Experiment (1962 Footage) https://ethicalpersuasion.com.au/video-milgram-experiment/

Documentary: ABC Documentary on Authority https://ethicalpersuasion.com.au/video-milgram-repeat

Training: Book a Discovery Call at ethicalpersuasion.com.au

Book: Influence: The Psychology of Persuasion by Dr. Robert Cialdini https://www.google.com/search?q=Dr+Cialdini+book+Influence

Patrick’s Social Media Links:

Podcast - https://ethicalpersuasion.com.au/podcast/

Youtube - https://www.youtube.com/@ethicalpersuasion

Linkedin - https://www.linkedin.com/in/patrick-van-der-burght/

The technical skills that earned you your promotion are impressive, but leading a team requires a different toolkit.

When high performers step into leadership, it is natural to want to maintain control by "doing it all yourself." However, this often leads to exhaustion and what we call the "Valley of Despair."

In this episode, Patrick sits down with Walter Dusseldorp (The Dutch Mentor) to explore the journey from technical expert to confident leader. Walter shares his mentorship approach, focusing on small, manageable behavioural changes that create lasting results.

You will learn the difference between having a relationship with your team and building a true partnership. Plus, discover the "Parking Lot Experiment"—a simple exercise to help you understand the nature of habit change—and why measuring your progress is the kindest thing you can do for your career.

✅ Navigating the Valley: How to recognise the signs of the "Valley of Despair" and view them as a natural part of your growth curve.

✅ Mentor vs. Coach: Understanding the value of guidance based on deep personal experience.

✅ The 15-Minute Rule: How to sustainably build your leadership skills with just 15 minutes of focused intention per day.

✅ The Parking Lot Experiment: A humble test to help you understand the psychology of changing habits.

✅ Relationship vs. Partnership: Moving beyond simply "knowing" your team to "rowing the boat" together in perfect sync.

✅ Cadence of Accountability: How regular check-ins provide the structure and support needed for success.

❗️Your Ethical Persuasion Challenge ❗️

1. The Parking Lot Experiment: Try a small experiment in habit change. For the next 30 days, park in the spot furthest from the door. It is a simple way to build empathy for how difficult change can be for your team.

2. The 15-Minute Pause: Give yourself permission to stop "doing" for 15 minutes a day. Use this time to learn, reflect, or plan. Prioritising your growth is a leadership act.

3. Define Your Why: To lead others effectively, it helps to know yourself. Take some time this week to write down your personal "Why."

Resources Mentioned:

Guest: Walter Dusseldorp, The Dutch Mentor

App: The Dutch Mentor App (Available on App Store)

Books by Walter: The Happy Leader, Pure Leadership Power

https://www.google.com/search?q=The+Dutch+Mentor+book

GIVE AWAY: Free Strategy Call at TheDutchMentor.com

https://www.thedutchmentor.com/

Complimentary Membership Portal: Access exclusive tools and track your learning.

https://ethicalpersuasion.com.au/podcast-member-area-registration/

Patrick’s Social Media Links:

Podcast - https://ethicalpersuasion.com.au/podcast/

Youtube - https://www.youtube.com/@ethicalpersuasion

Linkedin - https://www.linkedin.com/in/patrick-van-der-burght/

Facebook - https://web.facebook.com/ethicalpersuasion/

It's the most wonderful time of the year... but wouldn't it be better if it happened twice?

In this special holiday episode, Patrick van der Burght puts his "Detective of Influence" hat on to solve a fun problem: How do we ethically persuade Santa Claus to double his visits?

Through this playful thought experiment, you'll see the 7 Principles of Persuasion in a whole new light. From calculating the exact amount of milk needed to trigger true Reciprocity (it involves 2,200 Airbus A380s!) to finding Social Proof among other legendary figures, this episode is a fun refresher on the science of influence.

✅ Reciprocity Revisited: Why leaving cookies for Santa isn't a true gift (it's a transaction), and the massive logistical challenge of sending him a real gift first.

✅ The "We" in Christmas: How to use the Principle of Unity by reminding Santa that we co-created our children's upbringing.

✅ Social Proof for Legends: How pointing to the Tooth Fairy (who visits often) and La Befana (who brings sweets) creates a powerful peer pressure for Santa.

✅ Consistency Commitments: Analysing Santa's past statements ("I read every letter") to lock him into a new commitment.

✅ Ethical Scarcity: Using the fleeting nature of childhood and the competition from "screens" to create genuine urgency for handmade toys.

✅ A Call for Authority: A special challenge for Cialdini Certified Practitioners to leave a "trust-building" comment on social media!

❗️Your Ethical Persuasion Challenge (Holiday Edition)❗️

1. The "True Gift" Test: This Christmas, try giving a gift without expectation. No "you have to come to dinner to get it." Just send it. See how it changes the feeling of Reciprocity.

2. Unity at the Table: If family arguments start, switch to "We" language. "We all care about this family." Watch the tension drop.

3. Donate: Use your influence for good. Find a local charity and make a donation to help those who are struggling this season.

Resources Mentioned:

Charity Challenge: Patrick encourages everyone to pick a charity that helps children and donate this season.

LEGO #BuildToGive: Build a heart from LEGO, share it with #BuildToGive, and they donate a set to a child in need.

Previous Episodes: A great time to catch up on the foundational episodes if you missed them!

Complimentary Membership Portal: Access exclusive tools and track your learning.

https://ethicalpersuasion.com.au/podcast-member-area-registration/

Patrick’s Social Media Links:

Podcast - https://ethicalpersuasion.com.au/podcast/

Youtube - https://www.youtube.com/@ethicalpersuasion

Linkedin - https://www.linkedin.com/in/patrick-van-der-burght/