Six Ways to Persuade Anyone!
WHO DO YOU NEED TO PERSUADE? If you are like most leaders… everyone! Employees, customers, peers, other stakeholders, your days are filled with moving doubters to your side of the table.
ABOUT WHAT? You may need more productivity from your people, a commitment from a prospective associate, more money in your budget, or a contract renewal from a customer or client.
HOW? Psychologist Dr. Robert Cialdini authored the classic: Influence: The Psychology of Persuasion and various updates. His scientific and validated approach to ethical persuasion includes:
- Reciprocity:we can provide, for example, a “no-strings-attached” value in exchange for a favor.
- Commitment and Consistency:if we are reminded of our previous commitments and choices, someone can tap into our inherent resistance to change.
- Social Proof: we are social animals and we are wired to determine the correct behavior by finding out what others think or believe; we frequently determine the correct behavior if we see others perform that conduct.
- Liking:we prefer to say “yes” to people we know or like.
- Authority:we tend to follow authority figures, people with titles, clothes, trappings, or endorsements.
- Scarcity: we all like to feel special, as if we have been selected for a particular role, team, or project while others have not.
What Should You Do?
Use a Strategy: Notice your overall approach when you need to
persuade someone. Do you use emotion, threats, Jedi mind control? Instead, ponder Cialdini’s theories and consider what you might use.
Plan Tactics: If, for example, you need to obtain more productivity from key employees yet cannot provide more money, can you remind them of past commitments? Assure them (honestly, of course) that their co-workers have already committed? Use your pre-existing personal relationship (which you should have developed before you need it) to persuade? Or perhaps you could apply the principle of scarcity to assure them that you have selected them because of their talent? What other ideas could you adapt from the science of influence?
Remember Reciprocity: While you may not be able to provide more salary to an existing employee, can you promise time with an admired leader? Time off after the rush is over? Make sure that your offer is “no-strings-attached” and that you follow through with your own commitments.
For more information and articles about leading and motivating employees, go to www.workplacesthatwork.com
What Do You Think?
Have you observed differences between behavior and those who speak different languages? Contact us at: 303-216-1020 or Lynne@workplacesthatwork.com
Did You Know
We’re back! We are fully available for in-person workshops, coaching and investigations, as well as continuing our online offers. Call or write us at: 303-216-1020 or Lynne@workplacesthatwork.com
Read Lynne’s book “We Need to Talk – Tough Conversations with Your Employee” and “We Need to Talk – Tough Conversations with Your Bossand learn to tackle any topic with sensitivity and smarts
June 21, 2021
