Every day we face the challenge of convincing others, both at work and in private.
Some time ago I attended a lecture by Robert Cialdini about persuasion and influence, it gave me some valuable insights. Definitely worth it!
The lecture in a nutshell:
Principles of ethical influence, by Dr. Robert Cialdini
1. Reciprocation - You, then me, then you, then me...
Be the first to give:
- Service
- Information
- Concessions
2. Scarcity - The rule of the rare.
Emphasize:
- Genuine Scarcity
- Unique Features
- Exclusive Information
3. Authority - Showing knowing.
Establish position through:
- Professionalism
- Industry Knowledge
- Your credentials
- Admitting weaknesses first
4. Consistency - The starting point
Uncover:
- Small and build
- With existing commitments
- From public positions
- Toward voluntary choices
5. Liking - Making friends to influence people.
Start:
- Similarities
- Areas for genuine compliments
- Opportunities for cooperation
6. Consensus - People proof, people power.
Unleash people power by showing:
- Responses of many others
- Others' past successes
- Testimonials of similar others
The ethical use of influence means: being honest, maintaining integrity, being a detective, not a smuggler or bungler.
Website: Influenceatwork
Blog: Insideinfluence
Follow Team Cialdini at: Twitter-RobertCialdini