CMAO presentation june 2012
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Transcript of CMAO presentation june 2012
Interacting with Influence
Heath Slawner, CMCT
The Principles of Persuasion
Influence is the central
competence that all soft
skills have in common
CHANGE
BehaviourAttitude
Belief
Influence Quiz
• Reciprocity and LikingRelationships
• Social Proof and AuthorityUncertainty
• Consistency and ScarcityMotivation
PRINCIPLES OF PERSUASION
Reciprocity
Give, First.
Rule in all cultures
Be the FIRST to
GIVE
The Best Way to Get is to GIVE
Significant
Customized
Unexpected
LikingWe prefer to say YES to those we
know, trust, and like.
I Like You
Similarities
Praise
Cooperation
POWER OF WE: SO WHAT?
Fewer failed negotiations Less blame for failures More assistance, less resistance Increased sharing & exchange Increased TRUST…
and with TRUST comes efficiencies.
Social Proof
People follow the lead of similar others
Authority
We defer to legitimate experts
CREDIBILITY is the most important part
of your communication
ExpertiseTrustworthine
ss
Rapid Response
Trumps Perfection
• Reciprocity and LikingRelationships
• Social Proof and AuthorityUncertainty
• Consistency and ScarcityMotivation
PRINCIPLES OF PERSUASION
Consistency
People align with their commitments and will not resist their own values
Once people make a choice/take a stand, they will encounter
personal and interpersonal pressure to behave consistently with what they have
previously said or done.
Voluntary
Public
Active
EMPOWERING QUESTIONS
They create clarity They help people think analytically and
critically They inspire people to reflect and see things in
fresh, unpredictable ways They encourage breakthrough thinking They challenge assumptions
EMPOWERING QUESTIONS
They create clarity They help people think analytically and
critically They inspire people to reflect and see things in
fresh, unpredictable ways They encourage breakthrough thinking They challenge assumptions They create Ownership of solutions
Scarcity
People want MORE of what they can have LESS of
Rule of the Bagel
Rule of the Bagel
Rule of the BagelRule of
the Bagel
Moment of Power: after Thank You!
We need to relinquish the belief that people are rational.
Research shows that emotions, memory and associations hold
more sway over our decisions than reason; we turn to logic merely to
justify choices after the fact.
-- Charles Jacobs“Management Rewired”