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
Influence Without Authority
Why did Ethiopia give Mexico money during the famine?
Rule: We feel a strong obligation to repay when we are given something. We fear owing somebody.
What led some people to agree to have a billboard put up in their front yard?
Rule: We want to be logical and consistent once we have committed to something. Nobody wants to be known as inconsistent.
Why do we participate in the silly stadium wave?
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.
Why would someone continue shocking a person saying “stop”?
Why would someone continue shockinga person saying “stop”?
Rule: People feel compelled to follow an authority. You can place the blame on an authority.
Why do people buy so much stuff at Tupperware parties?
Rule: We say “Yes” to people we know and like. We have to say yes to someone.
Why would someone pay $2.5 million for a stamp?
Rule: The more scarce an item is the more we desire it. We place a lot of value on having choice.
* Ethics of use (savvy to use right)
Other ideas or thoughts?