Interacting with Influence

Heath Slawner, CMCT

The Principles of Persuasion

Influence is the central

competence that all soft

skills have in common

CHANGE

BehaviourAttitude

Belief

Influence Quiz

• Reciprocity and LikingRelationships

• Social Proof and AuthorityUncertainty

• Consistency and ScarcityMotivation

PRINCIPLES OF PERSUASION

Reciprocity

Give, First.

Rule in all cultures

Be the FIRST to

GIVE

The Best Way to Get is to GIVE

Significant

Customized

Unexpected

LikingWe prefer to say YES to those we

know, trust, and like.

I Like You

Similarities

Praise

Cooperation

POWER OF WE: SO WHAT?

Fewer failed negotiations Less blame for failures More assistance, less resistance Increased sharing & exchange Increased TRUST…

and with TRUST comes efficiencies.

Social Proof

People follow the lead of similar others

Authority

We defer to legitimate experts

CREDIBILITY is the most important part

of your communication

ExpertiseTrustworthine

ss

Rapid Response

Trumps Perfection

• Reciprocity and LikingRelationships

• Social Proof and AuthorityUncertainty

• Consistency and ScarcityMotivation

PRINCIPLES OF PERSUASION

Consistency

People align with their commitments and will not resist their own values

Once people make a choice/take a stand, they will encounter

personal and interpersonal pressure to behave consistently with what they have

previously said or done.

Voluntary

Public

Active

EMPOWERING QUESTIONS

They create clarity They help people think analytically and

critically They inspire people to reflect and see things in

fresh, unpredictable ways They encourage breakthrough thinking They challenge assumptions

EMPOWERING QUESTIONS

They create clarity They help people think analytically and

critically They inspire people to reflect and see things in

fresh, unpredictable ways They encourage breakthrough thinking They challenge assumptions They create Ownership of solutions

Scarcity

People want MORE of what they can have LESS of

Rule of the Bagel

Rule of the Bagel

Rule of the BagelRule of

the Bagel

Moment of Power: after Thank You!

We need to relinquish the belief that people are rational.

Research shows that emotions, memory and associations hold

more sway over our decisions than reason; we turn to logic merely to

justify choices after the fact.

-- Charles Jacobs“Management Rewired”