Influence Without Authority

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 Offense and defense Ethics of use (savvy to use right)

Why did Ethiopia give Mexico money during the famine?

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?

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

What led some people to agree to have a billboard put up in their front yard?

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?

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

Why do we participate in the silly stadium wave?

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?

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”?

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

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?

Appearance of expert Title and dress Weave accomplishments into the conversation

Appearance of trustworthy Present weaknesses first

Why do people buy so much stuff at Tupperware parties?

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?

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?

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?

Present message in terms of LOSS Highlight unique mission of project Describe project team as scarce resource

Six Principles

Reciprocation Commitment and Consistency Social Proof Authority Liking Scarcity

* Ethics of use (savvy to use right)

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

Other ideas or thoughts?

References 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