On March 7 & 8 I realized a dream. I attended the two-day Principles of Persuasion Workshop with Dr. Robert Cialdini and Dr. Greg Neidert. It was two days of heaven for a behavioral economics nerd like me. The workshop covered the six principles of ethical influence identified by Dr. Cialdini in his classic book, Influence: The Psychology of Persuasion.
Principles of Persuasion
- Reciprocity: People feel obligated to give back to you when you have given to them first.
- Liking: OThers say yes to us more when they know we genuinely like them.
- Consensus/Social Proof: People look to what others are doing to decide what they should do - especially when they are uncertain and when the others are "like them."
- Authority: People look to credible experts and unviased sources of information to decide what they should do.
- Consistency: Individuals want to look consistent. Once a person takes a stand, they behave in ways true to that position.
- Scarcity: Things appear more valuable when they are less available.
It was excellent content, well-presented and I highly recommend it to anyone interested in improving their ability to understand people better and influence them more effectively. You can learn more at the Influence At Work website.