This month’s Harvard Business review has a great article on The Uses (And Abuses) of Influence. In the article, Sarah Cliffe interviews social psychologist Robert Cialdini, about his work and his book, Influence. What caught my attention was his take on how to appeal to “deeply-rooted human responses.”
Whether selling to another person, managing an individual, team or organization, or influencing someone you don’t manager, learning how to tap into and motivate another to act is crucial to success in working with others. Cialdini suggests that to be persuasive you need to tap into six deeply-rooted human responses. Below are the six responses and my take on each of them.
Liking – People will do things for those they like, and who like them. Learning the art of rapport building and effective communication skills helps create “likeability.”
Reciprocity – To give is to get. In this instance it isn’t about manipulating to get what you want but modeling how you want others to act. For instance, if you want your team members to work collaboratively, then you need to model working collaboratively with them. If you are helpful to others, others will be helpful to you.
Social Proof – If others are doing it, you are more likely to do it as well. Don’t discount the value of groupthink and influence.
Commitment and consistency – Follow through and doing what you way you will does matters!
Authority – People will do things for those in higher positions if they trust and respect the authority. Authority does matter and if you are in a position of authority, make sure what you are asking your people to do is in alignment with your actions.
Scarcity – Less of something makes us value it more.
Consider these questions as you interact with others this week:
- How do you tap into these six human responses with your employees, clients, and team members?
- How do you influence and persuade others?
- What comes naturally in the art of persuasion for you?
- Where are you uncomfortable in influencing others?
- And, the most uncomfortable question of all, “when and how do you abuse this ability?”
Your ability to influence others matters. Make it powerful, and keep it real!
