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Influence Without Authority

Influence Without Authority. Seamus Gahan. Agenda. Introduction Six principles of influence Define Illustrate Techniques Discussion. Introduction. The project manager dilemma 50 years of psychological research Robert Cialdini - influence professionals Six principles

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Influence Without Authority

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  1. Influence Without Authority Seamus Gahan

  2. Agenda • Introduction • Six principles of influence • Define • Illustrate • Techniques • Discussion

  3. Introduction • The project manager dilemma • 50 years of psychological research • Robert Cialdini - influence professionals • Six principles • Offense and defense • Ethics of use (savvy to use right)

  4. Why did Ethiopia give Mexico money during the famine?

  5. Principle 1 - Reciprocation Rule: We feel a strong obligation to repay when we are given something. We fear owing somebody. • Uninvited gifts • Unequal exchange • Concessions • Contrast principle

  6. How Can I Use Reciprocation? • Say Yes, Yes, Yes- and bank the influence capital • Respond to “Thanks” with “Sure, I know you would do the same for me” • Pitch the larger request • Always have a plan B

  7. What led some people to agree to have a billboard put up in their front yard?

  8. Principle 2 - Commitment and Consistency Rule: We want to be logical and consistent once we have committed to something. Nobody wants to be known as inconsistent. • Strengthen Commitment • Write it down • Make it public • Bigger is better • Internalize

  9. How Can I Use Commitment? • Spend time securing small commitments • Re-iterate commitments at team or department meetings • Ask clients, sponsors, and stakeholders to complete important documents • Ask stakeholder to sign-off

  10. Why do we participate in the silly stadium wave?

  11. Principle 3 - Social Proof Rule: We always look around to understand what is correct behavior in a given situation. The majority of the time it is safe to go with the crowd. • Ambiguous Situations • Similarity

  12. How Can I Use Social Proof? • Emphasize others’ actions • Mary, the expert on accounting systems, gave me an hour of her time • The vice president of finance has committed resources to this project • Focus on sign-offs from heavy hitters first • Prepare and set the tone for an important meeting

  13. Why would someone continue shocking a person saying “stop”?

  14. Why would someone continue shockinga person saying “stop”?

  15. Principle 4 - Authority Rule: People feel compelled to follow an authority. You can place the blame on an authority. • Trustworthy and expert • Appearance sufficient

  16. How Can I Use Authority? • Appearance of expert • Title and dress • Weave accomplishments into the conversation • Appearance of trustworthy • Present weaknesses first

  17. Why do people buy so much stuff at Tupperware parties?

  18. Principle 5 - Liking Rule: We say “Yes” to people we know and like. We have to say yes to someone. • Similarities • Compliments • Familiarity • Same goals • Association

  19. How Can I Use Liking? • Spend time getting to know people • Invite someone for lunch • Connect people to good news and distance them from bad news

  20. Why would someone pay $2.5 million for a stamp?

  21. Principle 6 - Scarcity Rule: The more scarce an item is the more we desire it. We place a lot of value on having choice. • Abundance to scarcity • Competition • Loss more motivating • Exclusive information

  22. How Can I Use Scarcity? • Present message in terms of LOSS • Highlight unique mission of project • Describe project team as scarce resource

  23. Six Principles • Reciprocation • Commitment and Consistency • Social Proof • Authority • Liking • Scarcity * Ethics of use (savvy to use right)

  24. Take Away Strategies • Say Yes, Yes, Yes -- bank influence capital • Always ask for the larger amount • Small commitments lead to larger ones • Emphasis other people’s cooperation • Present your weaknesses first • Get to know and like people • Pitch in terms of loss

  25. Other ideas or thoughts?

  26. References • Cialdini, R. (1998). Influence: The Psychology of Persuasion. HarperCollins. • Cialdini, R. (2000). Influence: Science and Practice. Allyn & Bacon. • Cialdini, R. (2001). The Power of Persuasion. Kantola Productions. • Milgram, S. (1974). Obedience to Authority. Harper and Row. • For sound clip see http://learningat.ke7.org.uk/socialsciences/Psychology/PsyRes13/Milgram.htm

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