How do people influence others in a business setting? Is anyone consciously using the six universal principles of persuasion that can make people say “yes” automatically, without much conscious thought, as discussed by Robert Cialdini in his book, 'Influence'? These principles are: Reciprocation: People feel obliged to return favors or gifts that they receive from others. Liking: People are more likely to agree with or help those they like or find attractive. Social Proof: People look to others for guidance on what to do or believe in uncertain situations. Authority: People tend to obey or respect those who have expertise, status, or power. Scarcity: People value things more when they are rare, limited, or exclusive. Commitment and Consistency: People want to act in ways that are consistent with their previous actions, words, or beliefs.
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COO9 months ago
Most powerful tools for influencing others is storytelling/ narrative. Following reasons make it powerfula) human brain is wired for story. it engages the listener & is also remembered.
b) Nobody gets defensive or cautious. In fact people lower down their defenses & open up.
You need to tell a relevant story and weave the narrative well. Like any other skill it needs practice.
This also enables a back and forth collaboration that they feel they have a stake in, and so are more likely to find value in.