Influencing ethically

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two_figures_sharing_thoughts_1600_wht_9157Influencing is a key skill for leaders and everyone in management positions.

It is seen by some as manipulating people but I believe you can make a distinction.

I regard influencing as an ethical use of skills with a positive intent.

Manipulative behaviour is that described in my post “Leadership – the Dark Side” or as offered by some NLP practitioners training gullible people ie men, in sure-fire dating skills!

Robert Cialdini is one of the most respected experts in this field – and, as suggested by the title of his book; “Influence – The Psychology of Persuasion“, he does see it as a science with evidence to back up his theories.9780061241895

He believes there are 6 universal principles of social influence.

These are:

  1. Reciprocation – we feel obliged to return favours
  2. Authority – we look to experts to lead the way
  3. Commitment/consistency – people want to act in alignment with their values
  4. Scarcity – the less available something is the more we want it
  5. Liking – the more we like people the more we want to say yes to them
  6. Social proof – we prefer to behave in the same way as others

Cialdini and his co-authors set out techniques based on these principles in; “YES! 50 secrets from the science of persuasion“.

If you want to know why charities send you small gifts, how hotels can persuade guests to recycle towels, or how waiters can improve their tips, read this book. You can also watch a Youtube presentation here.

So you don’t have to be a mentalist or a master of the black arts of NLP to be a more effective influencer, just try these evidence-based techniques to make a difference in an ethical way.

Originally posted on Sganda

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2 thoughts on “Influencing ethically

    Managing your Boss « Biz Psycho said:
    July 1, 2015 at 6:02 pm

    […] course if you are devious and manipulative or have high level influencing skills, you probably already have but most people probably put up with the poor relationship and just […]

    Leadership and Influencing « Biz Psycho said:
    July 2, 2015 at 11:10 am

    […] times change and there is currently much interest in the science of influencing. Influencing ethically not in a manipulative or machiavellian […]

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