Harnessing the Science of Persuasion

Transcript

1. HARNESSING THE SCIENCE OF PERSUASION
2. Asked to Want to vs.
3. LEADERSHIP FUNDAMENTAL CHALLENGE: Getting things done through others.
4. PERSUASION > FORMAL POWER
5. 6FUNDAMENTAL PRINCIPALS OF PERSUASION
6. LIKING: People like those like them, who like them.
7. Tupperware Party Phenomenon Praise Similarity & To influence people win friends LIKING:
8. RECIPROCITY: People repay in kind.
9. RECIPROCITY: Model the behavior you want to see from others.
10. SOCIAL PROOF: People follow the lead of similar others.
11. Influence best exerted HORIZONTALLY rather than VERTICALLY SOCIAL PROOF:
12. CONSISTENCY: People fulfill written, public, and voluntary commitments.
13. CONSISTENCY: “He that complies against his will, is of his own opinion still.” - Samuel Butler Written statements become more powerful when they're made public.
14. AUTHORITY: People defer to experts who provide shortcuts to decisions requiring specialized information.
15. AUTHORITY: TO GOOD SHORTCUT DECISIONS VISIBLE MAKE EXPERTISE
16. SCARCITY: People want more of what they can have less of.
17. SCARCITY: Language of loss more effective than language of gaining. >VALUE <AVAILABLE =
18. PUTTING IT ALL TOGETHER