Secrets from the science of persuasion. robert cialdini steve martin,how to increase your memory span,secret saturday last episode - PDF 2016

In this blog post we share with you the six rules from the Science of Persuasion according to Wikipedia and then an up to date version via video.
Reciprocity – People tend to return a favor, thus the pervasiveness of free samples in marketing.
Commitment and Consistency – If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment because of establishing that idea or goal as being congruent with their self image.
Authority – People will tend to obey authority figures, even if they are asked to perform objectionable acts. Let’s imagine for a second that you have a great new process created for your team, whereby it involves the ability for your team to adopt new approaches and a new way of working. Alternatively, you may have an exciting new product that you want to release to the market, which could potentially solve an age old problem for many consumers around the globe. In both instances, how would you go about influencing someone to agree with your views and follow your lead? Being able to successfully influence someone is a challenge in itself, but there are proven influencing tactics that we can all use, which tap into our natural behaviours as individuals and therefore help persuade others into ‘complying’ with what we want them to do. Whatever it is, a requisite of successful leadership is to be able to communicate effectively and influence stakeholders to enact the desired outcomes. One of the most popular and favoured set of influence tactics comes from a man called Robert Cialdini. Much like a bird sings, a cow milks, dogs bark, we react to certain influences, which is part of our DNA. If you think about it; we are exposed to so many stimuli around us, probably more than ever before in the history of the human race. Our brain consciously chooses the stimulus to focus on and discards the stuff it feels we don’t need to waste time thinking about.
Cialdini, as a result, identified six influence tactics that tap into our natural instincts as humans and can be used to help persuade us to adopt certain behaviours. Consistency or commitment – The first of the influence tactics demonstrates that We normally follow consistency, so if someone commits on a small level to something, they are more likely to be consistent and continue committing to it later.
Reciprocation – As humans, we generally aim to return favours and pay back people that have given us something. Authority – We feel a sense of obligation and duty to people who are seen as being authoritative in their positions. For a more detailed overview, please see the video below of “Influence Tactics”: The science of persuasion. You can use these principles and influence tactics whenever you want to persuade other people to comply with a certain behaviour.
Start with the end in mind – know your objectives and what you are trying to get out of the situation.
Understand your team members that you are trying to influence and select the correct influence tactics that would suit the situation.
If you are selling a product, provide a small trial period, or taster session to entice the customer to make an initial commitment, or offer a 100% money back guarantee.

Liking – Be natural and fair; be open and honest in your actions and have a general interest in people and their welfare.
Develop too, your emotional intelligence and listening skills and don’t go out of your way to be liked. Authority – Find ways to show others of your expertise, so everyone can understand your strengths and knowledge.
Scarcity – If you are selling a product, ensure you give the customer a limited time available, in order to buy, or limit the stock, and so on and so forth. Social Proof – Referring to our change article and the 2:6:2 model, ask the question, “who are those innovators and early adopters that you need to bring on board? Remember, if you master the art of communication and indeed successful influence tactics, your whole world as a leader can be enhanced. It can be an extremely effective and rewarding experience to influence those around you to act. To be able to tap in to the psyche of the human mind using a range of influence tactics and to persuade people in a positive, fair and moral way, will have a profound impact on your role as a leader. The small BIG: Small Changes that Spark Big Influence, Steve Martin, Noah Goldstein, Robert B. This entry was posted in Persuasion, Psychology and tagged business, communications, influence, leadership, persuasion, psychology, sales, top 20, top books on 2 September, 2015 by Paul Jones. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement.
For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. Cialdini cites incidents such as the Milgram experiments in the early 1960s and the My Lai massacre.
You know that it will force many out of their comfort zone, but still, if you can get buy-in, the financial savings in efficiency are ten-fold. Firstly, you just need to convince some stakeholders to buy in to the product in order to get it on the shelves to sell.
Just as we share this trait, we all share the ability to work in auto pilot, if you like – to run on scripts, which are automated and plugged into our basic instincts.
So too, many actions are performed without much thinking and in some cases, our natural instincts help us conduct daily lives, whereby we react to stimulus without even knowing, consciously. These six key principles of influence, Cialdini argues, are the science behind how we are wired, and whether we like it or not, we respond positively to them.
By offering something to someone can help them feel obliged to return the favour and compelled to ‘comply’. A great example would be that of advertisers of pharmaceutical products: often a doctor is seen promoting their products to help drive a level of authority. Likeability comes in different ways: People may be familiar to us or share similar views and opinions.

Often, we hear, “for a limited time only,” or, “only xx left!” It is with the principle that people need to know what they are potentially missing out on if they fail to act.
Please feel free to take notes and learn the key principles that can enhance your influencing and leadership skills.
This forms the basis of good leadership and will also begin to build trust, which is one of the branches of liking and respect.
Start by observing yourself, and note how many times you give positive to negative feedback in a day.
Being yourself and a good leader will ensure that you are genuine and your followers will genuinely believe in you. The trick here is to demonstrate a clear limitation and also what would happen if you do not ‘comply’ or act. Again, demonstrate the need to change and what would happen if this is not achieved within a certain period of time. And how can you best communicate to everyone that you have critical buy-in and peer followers? Ethiopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethiopia in 1935.
Cialdini notes Chinese brainwashing on American prisoners of war to rewrite their self image and gain automatic unenforced compliance. At one point this experiment aborted, as so many people were looking up that they stopped traffic.
Again, if a group of people are doing something, then there is a greater chance that others will inherently follow through this peer following. Likability may also come in the form of trust, but either way, we are influenced by those we are affiliated to.
There is more chance of them progressing and developing their commitment once they have already contributed something to it. Focus on finding the right people and then communicating this message to show support in the programme. The social proof influence tactic gently persuades our sub conscious that if other people are doing something, so should we. Also, try to get someone to commit to something preferably in writing, perhaps in the form of a SMART objective , or a signing of a project charter, or an agreement to be a part of an improvement project. By providing the sense that you have ‘scratched their backs’, they are more inclined to oblige to do something in return.
Der Sozialwissenschaftler hat bis ins Detail erforscht, wie sich verschiedene Techniken im Alltag einsetzen lassen. Robert Cialdini studied “influence professions” such as doctors, lawyers, teachers and police officers.

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