Persuasion, influence, motivation

How to get people to honor their commitments

01 Jun, 2020 Persuasion, influence, motivation, Workplace relationships

Once someone takes a stand on something or goes on record in favor of a position, they prefer to stick to it. When someone makes a choice actively – a choice that’s spoken out loud or written down or otherwise made explicit – it is considerably more likely to shape that person’s future actions than the same choice left unspoken. Psychology experiments bear this out, according to Professor Robert Cialdini in his best-selling book, ...

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How much power do you have at work?

01 Jun, 2020 Persuasion, influence, motivation, Workplace relationships

Many people view power with some concern. They tend to be suspicious of it because of the potential for power to be misused. We can all think of examples in history such as various dictators and also instances among those we know where people have abused their power. As a result, people often are reluctant to trust power and its implications. Professor Rosabeth Moss Kanter, said “People who have it deny it; people who ...

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Nudges starting to improve our lives in many ways

01 Jun, 2020 Persuasion, influence, motivation

People are being nudged in many ways to improve their behavior. Nudging is any means that gently influences people to form good habits and make responsible decisions so they benefit themselves as well as the wider community. It also has great potential as a form of change communication. This new field of behavioral science influences people in easy and usually cost-free ways. It is based largely on the concept put forward in a book, Nudge: ...

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Four steps in persuasive communication at work

01 Jun, 2020 Persuasion, influence, motivation

Most business people see persuasion as a straightforward process. They think it comprises: a strong statement of your position an outline of the supporting arguments, followed by a highly assertive, data-based explanation entering into discussion with others and obtaining their ready agreement In other words, you use logic, persistence and personal enthusiasm to get others to buy a good idea. Wrong. Wrong. Wrong! This doesn’t work. Effective workplace persuasion was studied closely by Professor ...

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Cialdini’s ‘power of influence’ proven yet again

01 Jun, 2020 Persuasion, influence, motivation

When I saw some research findings mentioned in a recent email newsletter from the Harvard Business Review, I was instantly reminded of Robert Cialdini’s principle of social proof. Messaging based on the principle of social proof is powerful – it gets results every time. You can harness it too. What is the principle of social proof? We determine what is correct by finding out what other people think is correct. The most common application ...

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How to increase your influence at work

01 Jun, 2020 Careers, Interpersonal communication, Networking, first impressions, Persuasion, influence, motivation, Workplace relationships

The amount of influence workers have isn’t always reflected in their job titles. You can determine your own informal value to others by reviewing the extent to which people – your top internal stakeholders – help you succeed in your job, and in turn, by what you offer them. Start by listing the top 10 employees at any level who help you get things done. Give each a score from one to 10 based ...

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People want more of what they can’t get

01 Jun, 2020 Marketing communication, Persuasion, influence, motivation

Highlight potential loss and exclusive information Psychological research repeatedly shows that people put the most value on the things they can’t get. They value things and opportunities that become less available or more exclusive. Loss language motivates people more than an offering of a gain or benefit. Potential losses weigh more heavily than potential gains in the thinking of average people and also of managers in corporations. The lesson for communicators, where you judge ...

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This simple secret will win you better cooperation from others

01 Jun, 2020 Marketing communication, Persuasion, influence, motivation

As a customer, I had a disappointing ‘moment of truth’ recently when I went to a major discount drugstore (pharmacy) to get a prescription filled. Had to wait 35 minutes, which seemed like an eternity, and it made me late for a meeting. Apparently a pharmacist was off sick, so they dropped well behind in filling prescriptions. But not a word to waiting customers to explain this. They could have easily put up a ...

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Increase your power within the organization

01 Jun, 2020 Careers, Persuasion, influence, motivation, Workplace relationships

If you are like most people, you dislike having to play the political ‘game’ in your organization. However, organizations exist through the interdependent cooperation of the employees, and therefore the ability to get things done requires you to develop interpersonal skills so you can handle power and the capacity to influence those on whom you depend, ie the politics involved in the job. The blunt truth is that if you fail in this effort, ...

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Use positive emotions to influence and gain trust

01 Jun, 2020 Persuasion, influence, motivation

Some fascinating psychology: most people believe they make decisions logically and rationally, but in reality their emotions influence how they react in business. People’s decisions are largely based on trust, which is based in emotion. If you are putting a new-business proposal to another person, they will not decide to buy unless they trust you. The extent of trust will be influenced by irrelevant factors as well as relevant factors. You may know this ...

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