Influencing: 6 universal principles


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Already familiar with R.B. Cialdini’s 6 universal principles of influence? This 10-min video is a good refresher of how the use of the following principles will increase the likelihood of people agreeing with your requests.:

Reciprocation
We are more willing to comply with requests from those who have provided something first.

Commitment/ consistency
We are more willing to be moved in a particular direction if we see it as consistent with an existing or recent commitment.

Authority
We are more willing to follow the directions of a communicator to whom we attribute relevant authority or expertise.

Social proof (consensus)
We are more willing to take action if we see that many others, especially similar others, are taking it.

Scarcity
Opportunities that are scarce, rare, or dwindling in availability are more attractive.

Liking
We prefer to say Yes to those we know and like – especially people who are similar to us.

 

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