The art of influencing people
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This document discusses six principles of influence identified by Robert Cialdini: reciprocity, scarcity, authority, consistency, liking, and consensus. It provides examples of how each principle works and ways they can be utilized, such as using scarcity to create a sense of urgency, highlighting authority figures who endorse an idea, and appealing to consensus to make people feel safe in agreeing with the majority. The document also offers additional tips for influencing others, such as supporting ideas with data, communicating viewpoints directly and convincingly, and developing informal channels of influence through casual conversations.
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The art of influencing people
- 1. - A D I T I S I N G H The Art of Influencing People
- 2. Even though we have an impact on nearly everyone around us, Can we control our influence on others?
- 3. Indeed! Not only can we influence others... We can also control the influence of others’ on us
- 4. Cialdini's 6 Principles of Influence Reciprocity Scarcity Authority Consistency Liking Consensus
- 5. Reciprocity As humans, we generally aim to return favors, pay back debts, and treat others as they treat us. This can lead us to feel obliged to reciprocate in the same token because we're uncomfortable with feeling indebted. Consider the in-store wine tasting, or the free scone at the coffee shop. We think we're coming out on top, but the expectation to give back is strong within us, and leads us to buy something.
- 6. Scarcity This principle says that things are more attractive when their availability is limited, or when we stand to lose the opportunity to acquire them on favorable terms. For instance, we might buy something immediately if we're told that it's the last one, or that a special offer will soon expire.
- 7. Authority Here you can use both your own authority, and the authority of others, as influencers. When you use your own authority, be careful not to use it negatively. To use authority, get support from influential and powerful people, and ask for their help in backing the idea. If you're marketing a product or service, highlight well-known and respected customers, use comments from industry experts, and talk about impressive research or statistics.
- 8. Consistency Cialdini says that we have a deep desire to be consistent. For this reason, once we've committed to something, we're then more inclined to go through with it. For instance, you'd probably be more likely to support a colleague's project proposal if you had shown interest when he first talked to you about his ideas.
- 9. Liking If you like someone, you are more likely to say "yes" to her request. If she is pretty, you're even more likely. And if she compliments you, well, that works, too To build relationships, ensure that you put in the time and effort needed to build trust and rapport with clients and people you work with, and behave with consistency. Remember that there is no "one-size- fits-all" approach when it comes to relating to others. Also, don't try too hard to be liked by others – people can always spot a phony!
- 10. Consensus This principle relies on people's sense of "safety in numbers." We're particularly susceptible to this principle when we're feeling uncertain, and we're even more likely to be influenced if the people we see seem to be similar to us. That's why commercials often use moms, not celebrities, to advertise household products.
- 11. A few other Other suggestions... 1. Support Ideas with Data To influence a team or a meeting, executives need to clearly present their ideas and thoughts with facts and/or information to support it. Many people respond positively when a view is supported with data or something concrete. "Some background research pays. If you get some information that will add credibility to your argument, your chance of influencing the cause or fact is very high," says Krishna Chowdhury, a leadership trainer.
- 12. 2. Keep it Straight The skill of influencing depends largely on the way you put across your point of view. HR experts say executives should communicate their point of view in a way that makes a direct impact. "Both the substance and the way you put it across plays a big role in influencing. Carefully choose the words, the timing, the forum and the way the point of view is put across. Say it with a lot of conviction. The impact will then be greater," says Ajit Isaac, Ikya Human Capital Solutions MD.
- 13. 3. Develop an Informal Channel Experts say it is important to use multiple channels to influence. Apart from formal influence, which is done in meetings, informal influencing with key people is key. "Such informal influencing can be done in office corridors, by walking into the cubicle or even in the canteen. Build a network with colleagues and a good working relationship with key officials during such informal encounters and convey your point of view as if you were thinking about it," says Vivek Tripathi, chief of HR, Lava Mobile.
- 14. For further details please contact: Aditi Singh winningskillz@gmail.com