Influence without authority
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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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Presentation Transcript

Agenda l.jpg
Agenda

  • Introduction

  • Six principles of influence

    • Define

    • Illustrate

    • Techniques

  • Discussion


Introduction l.jpg
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)



Principle 1 reciprocation l.jpg
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


How can i use reciprocation l.jpg
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



Principle 2 commitment and consistency l.jpg
Principle 2 - Commitment and Consistency their front yard?

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


How can i use commitment l.jpg
How Can I Use Commitment? their front yard?

  • 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



Principle 3 social proof l.jpg
Principle 3 - Social Proof their front yard?

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


How can i use social proof l.jpg
How Can I Use Social Proof? their front yard?

  • 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


Why would someone continue shocking a person saying stop l.jpg

Why would someone continue shocking their front yard?a person saying “stop”?


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Why would someone continue their front yard?shockinga person saying “stop”?


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Principle 4 - Authority their front yard?

Rule: People feel compelled to follow an authority. You can place the blame on an authority.

  • Trustworthy and expert

  • Appearance sufficient


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How Can I Use Authority? their front yard?

  • Appearance of expert

    • Title and dress

    • Weave accomplishments into the conversation

  • Appearance of trustworthy

    • Present weaknesses first



Principle 5 liking l.jpg
Principle 5 - Liking their front yard?

Rule: We say “Yes” to people we know and like. We have to say yes to someone.

  • Similarities

  • Compliments

  • Familiarity

  • Same goals

  • Association


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How Can I Use Liking? their front yard?

  • Spend time getting to know people

  • Invite someone for lunch

  • Connect people to good news and distance them from bad news


Why would someone pay 2 5 million for a stamp l.jpg

Why would someone pay $2.5 million their front yard?for a stamp?


Principle 6 scarcity l.jpg
Principle 6 - Scarcity their front yard?

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


How can i use scarcity l.jpg
How Can I Use Scarcity? their front yard?

  • Present message in terms of LOSS

  • Highlight unique mission of project

  • Describe project team as scarce resource


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Six Principles their front yard?

  • Reciprocation

  • Commitment and Consistency

  • Social Proof

  • Authority

  • Liking

  • Scarcity

    * Ethics of use (savvy to use right)


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Take Away Strategies their front yard?

  • 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


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Other ideas or thoughts? their front yard?


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References their front yard?

  • 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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