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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Rule: We feel a strong obligation to repay when we are given something. We fear owing somebody.
Rule: We want to be logical and consistent once we have committed to something. Nobody wants to be known as inconsistent.
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.
Rule: People feel compelled to follow an authority. You can place the blame on an authority.
Rule: We say “Yes” to people we know and like. We have to say yes to someone.
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)