INFLUENCE: HOW TO MOVE PEOPLEHOW INFLUENCE WORKS Robert Cialdini and Steve Martin. RECIPROCITY....
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Transcript of INFLUENCE: HOW TO MOVE PEOPLEHOW INFLUENCE WORKS Robert Cialdini and Steve Martin. RECIPROCITY....
INFLUENCE: HOW TO MOVE PEOPLE
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Elizabeth Pisani, Epidemiologist
RATIONALIS THE DOMINANTPARADIGMIN PUBLIC HEALTH
What you’re up against
Six areas of influence
What it takes
How it’s done
What’s the really all about?
WE ALL RESITCHANGE
Change bias
Cognitive biases
Staus quo bias, system justificationEndowment effect
WE ARE MOTIVATED BYAUTONOMY
Intrinsic motivation
Self determination theory
Not independence: Acting with choice
HOW INFLUENCE WORKS
Robert Cialdini and Steve Martin
RECIPROCITY
SCARCITY
AUTHORITYCredibility
Expertise Trustworthiness
Similarity
CONSISTENCY
LIKING
CONSENSUS
Robert Cialdini and Steve Martin, Yes!: 50 secrets from the science of persuasion
RECIPROCITYSCARCITYAUTHORITYCONSISTENCYLIKINGCONSENSUS
WHAT IT TAKES
Harry M. Jansen Kraemer Jr.
SELF REFLECTION(THE COURAGE TO DECLARE)
Kraemer
Jim Collins
BALANCE(A CERTAIN PLAY OF TOLERANCE)
Kraemer
Simon Critchley
SELF CONFIDENCE(BEING A LOT MORE OF WHO YOU ALREADY ARE)
Kraemer
Tom Rath
HUMILITY(THE EMOTIONAL TASK OF A LEADER IS PRIMAL)
Kraemer
Daniel Goleman
HOW IT’S DONE
Daniel Pink
DARE NOT SPEAK ITS NAME
WHO SELLS?
ATTUNEMENTBUOYANCYCLARITY
ATTUNEMENTShifting PowerHead Heart BalanceSmart mimicryAmbiverterity
Where do you anchor?Those who assume lower power sell better.I’m sitting in the small chair so you can sit in the big one.
ATTUNEMENT- HEAD/HEART BALANCE
ATTUNEMENT - HEAD/HEART BALANCEPerspective-taking is cognitiveEmpathy is emotionalQuestions and data-gathering to get to the core of what the other person is thinking.
ATTUNEMENT - SMART MIMICRYChameleonsWait staff who repeat verbatim - 70% more tips.The ability to chameleonLight touching
Petition-gathering nearly 30% more effective
ATTUNEMENT - AMBIVERTERITYAbiverts - between extro and introToo social is as bad as too removedToo much contact can be worse than too little
ATTUNEMENT - LET’S TRYWhat’s in common? (five minutes)
BUOYANCYWhat does rejection mean?
BUOYANCYBeforeDuringAfter
BUOYANCY - BEFORESelf-talkInterrogative self-talk
BUOYANCY - DURINGPositivity RatiosNegativity narrows, positivity broadensWell being study: 3 to 1.
BUOYANCY - AFTERExplanatory styleLearned helplessnessPermanent, pervasive, personal vs.Temporary, specific, externalFlexible optimism: Optimism with your eyes open
CLARITYFind the problemFrame it upShow me the way home
CLARITY - THE RIGHT PROBLEMSLearning from artists
Problem solving vs. problem finding
CLARITY - THE RIGHT PROBLEMS
Frame it up
Five frames:1. Less is more2. What’s the experience?3. Labels matter4. Nobody’s perfect (blemishing effect)5. Everyone loves the upside
CLARITY- THE RIGHT PROBLEMS
Show me the way home
CLARITY- THE RIGHT PROBLEMS
PITCHINGInvolve the catcher.
The most compelling ideas create conversations.
Pink’s Six Successors to the Elevator Pitch:1. One Word Pitch (Saatchi and Saatchi)2. Question Pitch3. Rhyming Pitch4. Subject Line Pitch5. Twitter Pitch6. Pixar Pitch
PITCHINGLowest rated:
ComplaintsMe NowPresence Maintenance
Highest rated:QuestionsHelpful links (clarity)Promotion with Information
HaikuGlobally mindedInnovative and drivenTippie can sharpen
WHAT’S REALLY GOING ON HERE?
Kouzes and Posner, The Leadership Challenge
MODELTHE WAY
INSPIREA SHARED VISION
CHALLENGETHE PROCESS
ENABLEOTHERS TO ACT
ENCOURAGETHE HEART
POWERWHO HAS THE
VALUES-BASED LEADERSHIP
James O’Toole
MORAL AND EFFECTIVENO OTHER FORM OF LEADERSHIP CAN BE
O’Toole, Values Based Leadership
RESPECTTHAT WE ALL RESIST CHANGE
EMPOWEROTHERS TO ACT
CREATEA BETTER FUTURE
INFLUENCE: HOW TO MOVE PEOPLE
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