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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
  • Introduction
  • Six principles of influence
    • Define
    • Illustrate
    • Techniques
  • Discussion
  • 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
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
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
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
how can i use commitment
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
principle 3 social proof
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
how can i use social proof
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
principle 4 authority
Principle 4 - Authority

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

  • Trustworthy and expert
  • Appearance sufficient
how can i use authority
How Can I Use Authority?
  • Appearance of expert
    • Title and dress
    • Weave accomplishments into the conversation
  • Appearance of trustworthy
    • Present weaknesses first
principle 5 liking
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
how can i use liking
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
principle 6 scarcity
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
how can i use scarcity
How Can I Use Scarcity?
  • Present message in terms of LOSS
  • Highlight unique mission of project
  • Describe project team as scarce resource
six principles
Six Principles
  • Reciprocation
  • Commitment and Consistency
  • Social Proof
  • Authority
  • Liking
  • Scarcity

* Ethics of use (savvy to use right)

take away strategies
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
  • 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