Leadership & Influence
By Shaun Mendonsa, PhD
November 29, 2020
CIALDINI'S 6 PRINCIPLES OF PERSUASION
- Robert Cialdini
I can admit it freely now. All my life I've been a patsy
Perhaps we've been taught the wrong approaches to persuade people. In his groundbreaking book, Cialdini shows us easy ways to get people to say yes.
Do you have difficulty influencing others?
When making choices, we succumb to subconscious mental shortcuts. Cialdini's research has identified the driving forces behind these shortcuts. If you know them, you can use them to get others to say yes to you.
Our Subconscious Minds Control Us
Let's learn about the mental shortcuts that people use to make decisions. Knowing them will help us influence others better.
Weapons Of Influence
Reciprocity Principle Of Persuasion
When we receive a gift or favor, there is a strong underlying feeling to reciprocate. This obligatory feeling prompts us to say yes later in order to relieve the social expectation.
Commitment & Consistency Principle Of Persuasion
We prefer to demonstrate consistent behavior to others. Having made an initial commitment to something, we are driven to dig our heels in and stay consistent with future variations.
Commitment & Consistency
Social Proof Principle Of Persuasion
We take our cues from the actions and behavior of others. People are more likely to do something that they see other members of the social group doing.
Liking Principle Of Persuasion
We are more willing to say yes to someone who we view favorably and like.
Authority Principle Of Persuasion
We comply more willingly with requestors who we view as experts and authoritative figures on the subject.
Scarcity Principle Of Persuasion
People place higher value on scarce resources. We are averse to missed opportunities and do our best to avoid losses.
Address Their Doubts And Develop Credibility: Social Proof + Authority
Get People To View You Favorably: Reciprocity + Liking
Give Them Reasons To Say Yes To You: Consistency + Scarcity
Best Use Of Cialdini’s 6 Principles of Persuasion
The 6 principles of influence can be used sequentially to gain maximum persuasive power.
A word of caution on the 6 principles of influence from Robert Cialdini. These are powerful ways to gain compliance from people. Use this persuasion skillset only to persuade people ethically.
The Misuse Of Cialdini’s 6 Principles of Persuasion
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