Persuasion, influence, motivation

Written and posted 26 Feb 2015

When I saw some research findings mentioned in a recent e-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? […]

Written and posted 25 Feb 2015

Generating creative ideas is only half the battle. It is difficult enough to come up with a new creative angle, but then we often have to sell the wonderful idea to decision makers who are just not on the same wavelength. Most communicators are familiar with this problem. So what can we do about it? […]

Written and posted 25 Feb 2015

Recent research has found it is very important to connect people’s work with outcomes. When people know their work has a meaningful, positive impact on others, they are happier and much more productive than those who don’t make a connection. How can a link best be established? Put one group in front of another. Put […]

Written and posted 24 Feb 2015

Legendary management thinker, Peter Drucker, is quoted as saying “Communication takes place in the mind of the listener, not the speaker.” In other words, the important thing is what the listener perceives, not what you are trying to say. Your listener filters your carefully wrought message through their filters to form a message from what […]

Written and posted 22 Feb 2015

Communication has two main components: the rational and the emotional. Managers mostly communicate in rational mode – about hard data and facts. Unfortunately, as we all know, facts can be dry. And facts quoted in speeches can make the listeners fall asleep. Then what can we do to get the message across better? When facts […]

Written and posted 22 Feb 2015

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. […]

Written and posted 22 Feb 2015

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 […]

Written and posted 22 Feb 2015

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 […]

Written and posted 21 Feb 2015

Use peer power whenever it’s available People rely heavily on others around them for cues on how to think, feel and act. Experiments have confirmed this intuitive characteristic. The lesson for you is that persuasion can be extremely effective when it comes from peers. For instance, if people become aware that friends and neighbors have […]

Written and posted 21 Feb 2015

Give what you want to receive If you do something for someone, they feel obliged to repay the favor. People feel a strong obligation to repay favors, gifts, invitations and the like. This powerful principle, applying in every society on earth, stems from the Golden Rule: “Do unto others as you would have them do […]