How to persuade people
How to persuade people
Congratulations - you have just had a brilliant idea. Now all you have to do is persuade everyone else to get on board with it. Your ability to persuade people at work will have a huge impact on how much you actually accomplish.
If I were collecting signatures for a petition to send to the CEO to persuade him to give everyone at work a freecookie on National Cookie Day, I could use the following phrases:
"If you sign my petition to get the CEO to buy everyone a cookie I will get you two cookies on National Cookie Day."
"You seem like the kind of person who supports good causes."
"All your team mates have already signed my petition to get the CEO to buy everyone a cookie."
"Tom Hanks thinks you should sign the petition to get the CEO to buy everyone a cookie."
"Your boss thinks you should sign the petition to get the CEO to buy everyone a cookie."
"I only have until tomorrow to get 1 more signature on my petition to get the CEO to buy everyone a cookie."
What I did just then was leverage Cialdini's 6 "principles of influence." Robert Cialdini literally wrote the book on
persuasion. His book "Influence - The psychology of persuasion" has sold millions of copies and his principles
are used by marketing companies every day.
Cialdini's 6 principles of persuasion are:
• Reciprocity. "If you scratch my back, I will scratch yours."
• Commitment and consistency. "I am the kind of person who does that."
• Social proof. "Everyone else is doing it, so it must be good."
• Likability. "Someone I like is telling me to do it, so it must be a good idea."
• Authority. "Somebody important is telling me it's a good idea, so it must be."
• Scarcity. "I must get one before supplies run out."
I think it is important to know about Cialdini's principles of persuasion for a couple reasons.
First of all, you can use them to persuade people at work to adopt your brilliant ideas. Also however, Marketers are using them on you all the time. If you are aware of the techniques being used on you, there is less chance of them being effective. Some common examples Marketers use are:
"99 out of 100 pet owners can't be wrong." (Social proof.)
"Shaquille O'Neil recommends..." (Likability.)
"Only a few left." (Scarcity.)
Now that you know about Cialdini's principles of influence, I need to remind you, that in the words of Spider
Man: "with great power comes great responsibility." Please use them for good causes like "National Cookie
Day" and not convincing Facilities to get rid of all the candy in vending machines!