Interview Chatter

Principles of Influence and Persuasion

by Darlene McDaniel on February 5th, 2008

What are Principles of Influence and Persuasion? Before I answer my own question, let me share that I will be discussing these principles throughout the month of February. This is a short month, but there is a lot of good stuff you can take from these principles to help in your job search, on the job, and in your life.

Robert Cialdini is most known for his popular book, The Psychology of Influence and Persuasion. According to Dr. Cialdini, when influence is employed correctly, it efficiently moves people in positive directions. Those who wish to create and sustain positive change in others need to understand how the influence process works.

My focus will be giving you my recommendations on effectively employing these principles within the scope of your job search and within the scope of your job. I look forward to hearing your questions and comments.

Back to my question, What are the Six Principles of Influence and Persuasion?

1. Reciprocation - (First you, then me or give and take) All us are taught we should find some way to repay others for what they do for us.
2. Commitment & Consistency - When you get someone to commit verbally to an action the chances go up sharply that they will do it.
3. Consensus or Social Proof - If you want someone to do something for you, be sure to let them see that many other people are already doing it.
4. Authority - (Showing Knowing) - Look and act like an authority. Dress like the people who are already in the positions of authority you seek.
5. Liking - People do business with people they like.
6. Scarcity - Opportunities seem more valuable when they are less available.

Patricia Fripp has a very good article called, Why do people say Yes? The Six Weapons of Influence.
Take a moment and read the article. I will be giving a lot more detail for you that will help you first, recognize that you are already using these principles. They are prevalent in our societies. But most important to me is to share ideas on how you can influence people to move from “no” or “maybe” to “YES” when it comes to your career, your promotions, and your day to day worklife.

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POSTED IN: Influence