The Six Principles of Influence

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The Six Principles of Influence
Learn the Principles Based on Dr. Robert
Cialdinis Powerful Research
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Through extensive research and real-life
application, esteemed professor Robert Cialdini
identified six principles of influence
Reciprocity Commitment (Consistency)
Social Proof Liking Authority
Scarcity Here is an overview of each one, and
real world examples of the principles being
applied.
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Dont Forget The Golden Rule
One lesson your parents taught you that is wise
never to forget is reciprocity, or the act of
returning a favor.
How Does Reciprocity Make You Influential? There
are actually a lot of feelings involved in
favors. When you do something for someone, their
visceral reaction is most often that they now
feel obliged to do something for you.
SEE IT IN ACTION Lets say your colleague
exclaims he is stumped trying to figure out a new
strategy for an old client, offer to sit down and
brainstorm with him. Next time you are struggling
under a deadline, he mostly likely will be the
first to offer his assistance.
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Dont Change Horses In Midstream
We are likely to keep a commitment because most
of us feel more stable and confident when there
is consistency in our actions.
How Does Commitment Make You Influential? When
someone shows initial support or interest in your
idea or plan, they are more likely to agree and
stand by your idea down the road because a sense
of consistency feels more right than
flip-flopping.
SEE IT IN ACTION Your manager asks a few of you
to each design a new project model and the board
will vote on the best. You make sure to discuss
your model early on with members of the board and
get them excited about what you are putting
together and how it will benefit the
organization.
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Were All In This Together
It is within human nature that we often mimic the
behaviors of those around us as social proof that
we are in the norm or doing things right.
How Does Social Proof Make You
Influential? Especially in leadership roles, by
being mindful of your behavior in a way that will
get people to notice (without being too showy, of
course), you can get your team to follow your
lead.
SEE IT IN ACTION Youre trying to overhaul your
companys laissez-faire attitude about
timeliness, so you remark about getting an early
start on the day and how you believe it will make
a difference when reviews come around all the
while sticking to a diligent schedule. One by one
your colleagues will follow your lead because no
one wants to be left out or left behind.
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Voted Most Likable
Liking someone makes it so much harder to say no
to them.
How Does Liking Make You Influential? A
friendly, likable disposition (add to that being
helpful, too) will make is much easier to
persuade people than if you come off as unlikable
and distrustful.
SEE IT IN ACTION You call a client in hopes of
upgrading their current software package, but
first, you inquire about her daughter you
remember her telling you just graduated. Youve
set a friendly, personable tone that would make
it hard for anyone to not take your trusted
advice about that software upgrade.
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Trust Me, Im A Doctor
People are much more likely to believe and follow
someone with a sense of authority.
How Does Authority Make You Influential? Often,
we defer to those with an authoritative presence,
or those who are, in fact, the authority, such a
manager.
SEE IT IN ACTION You arrive at a job interview
for lead project manager you are expertly
dressed, have a calm but firm voice, and when
asked about your knowledge of the industry, you
not only can refer to your experience, but you
also know the current numbers and facts across
your industry. You are an industry authority,
making you an ideal candidate to lead a team.
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Theres Only One? Ill Take It!
Things become increasingly in demand under the
guise of scarcity.
How Does Scarcity Make You Influential? The more
rare an item or offer is, the more likely we are
to want it. With that said, if you are the
gatekeeper to that item or offer, then you hold
the power. What matters is how you sell it.
SEE IT IN ACTION You send an invitation to a
select few of your highest paying clients and let
them know on such-and-such date you will be
giving a seminar to an elite group of your
clientele and those in attendance will be given
an exclusive offer at the end. Please RSVP
because space is VERY limited.
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Strategic communication is key to carrying out a
successful call to action, getting to agreement,
or reaching a targeted result. These are everyday
objectives for many individuals and companies,
but few have been expertly trained in negotiation
and influence skills. Vengel Consulting Group
partners with individuals and organizations to
deliver a fully integrated learning experience to
apply on even a global scale. You and your
organization are dependent on effective
communication and the ability to negotiate
Vengel provides learning that matters. For more
information on how Vengels award winning
programs can help you and your organization,
please visit vengelconsulting.com.
Source Cialdini, R.B. (1984). Influence The
Psychology of Persuasion