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.
He believes there are 6 universal principles of social influence.
- Reciprocation – we feel obliged to return favours
- Authority – we look to experts to lead the way
- Commitment/consistency – people want to act in alignment with their values
- Scarcity – the less available something is the more we want it
- Liking – the more we like people the more we want to say yes to them
- 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
This entry was posted in Leadership, Psychology, Work and tagged authority, consistency, ethical, influencing, liking, manipulative, NLP, positive intent, reciprocity, Robert Cialdini, scarcity, social proof, team working.
Women who have power at work are at risk of poorer mental health than women further down the career ladder, a study has found. Researchers found that while men tend to feel better the more authority they have, the reverse is often true for women.
‘Women with job authority – the ability to hire, fire and influence pay – have significantly more symptoms of depression than women without this power,’ said Tetyana Pudrovska, of the University of Texas, who carried out the study.
‘In contrast, men with job authority have fewer symptoms of depression than men without such power.
‘What’s striking is that women with job authority in our study are advantaged in terms of most characteristics that are strong predictors of positive mental health,’ she added. ‘These women have more education, higher incomes, more prestigious occupations, and higher levels of job satisfaction and autonomy than women without job…
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This entry was posted in Health & Well-being, Psychology, Work and tagged assertive, authority, gender differences, gender discrimination, mental health, negative stereotypes, power, status, status beliefs, stress, well-being, Wisconsin Longitudinal Survey, women.