Hear

more often

Submitted to Prof. Sameer MathurPersonal Branding

Dan Norris@ Ted X - San Antonio

Talk by

How do we

Ethicallyuse the

Artof

INFLUENCE

The

Question

THERE IS

SCIENCEBEHIND

THE ART OF

INFLUENCE

COMMUNICATIONIS WHERE WE

INFLUENCE

&ARE BEING

INFLUENCED

PARENTINGSALES

LEADERSHIP

CONFLICT RESOLUTION

TEAM BUILDING

NEGOTIATION INFLUENCE

INFLUENCEIS THECORE

6

RECIPROCITY WE FEEL

OBLIGATED

TO

GIVE BACK

TO THOSE WHO HAVE

GIVEN TO US

1

USE

LANGUAGE

THAT IS

INDICATIVE

OF A

GIFT

A personalized note

in a survey saying

DEAR SALLY,

We

VALUE YOUR

feedback

Please give us

YOUR INSIGHTS…

…EVOKED RECIPROCITY

AND SURVEY RESULTS WERE

DOUBLED AND MORE AUTHENTIC

TRUST BUILDING

We usually begin

with

“ Your gonna have to

earn my trust”

This means

“I DON’T TRUST YOU”

TRUST BUILDING

Try

“ I TRUST you to take

the right decisions and

look forward to

working with you”

It invokes

RECIPROCITY

More RECIPROCITY

Messages have a

positive influence and

improve people’s

responses

“It was nothing....”

“I’m glad I could help..”

“What are friends for...”

CONSISTENCYWE FEEL

OBLIGATED

TO

BEHAVE CONSISTENTLY

TO OUR PRIOR

COMMITMENTS

2

Race horse ticket

buyers feel more

confident about

their choice horse

once they placed

their bets

Consistency of

thoughts with

choices

How to Ask questions

Evoke Positivity

through their

responses

Get THEM to tell YOU!

“What do you think of the

Advantages and Pros

You see in the plan

I submitted”

Invoke

CONSISTENCY

CONSENSUS

WE ARE

INFLUENCED

BY WHAT

MANY SIMILAR

OTHERS ARE

DOING

3

A door to door

charity showing

the LIST

of other donors

got more

donations

People do what

everyone is doing

Children’s Apps

with higher

popularity

ratings

displayed,

Caused an

increase in

Downloads by

1000%

Show them why many people like your Idea

Invoke

CONSENSUS

AUTHORITY

WE LOOK TO

EXPERTS

FOR

GUIDANCE

4

People put up

their degrees

where they

can be

noticed

They portray

Authority

Having a

friend or

colleague

introduce you

as an expert

is more

effective

Proclaiming

yourself as an

expert does

not build

enough trust

Invokes

AUTHORITY

SCARCITY

WE FIND THINGS

MORE ATTRACTIVE

IF THEY ARE

RARE OR SCARCE

5

People avoided

taking the flu

vaccine when

advertised

But when the media

reported that it was

running short they

flooded the

vaccination centers

Scarcitymakes things

dearer and

invokes

commitment

Instead of explaining

benefits, make people

think what they stand to

lose if they don’t agree

with you

Invoke

SCARCITY

LIKING

WE PREFER TO

SAY YES

TO THOSE WE

KNOW & LIKE

6

We tend to like

and connect

people with

similarities

Find and

comment on

similarities to

influence better

Instead of pointing

out the dirty spots

show appreciation

for the clean spots

Appreciation

makes a

difference

Invokes

Liking

We like to

reciprocate to

people who praise

us

Invokes

Liking

YOUR AWESOME!

Use genuine

Praise

1. Reciprocity

2. Consistency

3. Consensus

4. Authority

5. Scarcity

6. Liking

BoldlyReconsider your

preconceived

notions of

Influence

QUICK

RECAP

Submitted in AUG’2015 by

Mandapalli Rohit

PGP29341

IIM LUCKNOW

SUBMITTED TO

Prof. Sameer MathurCourse: Personal Branding

IIM LUCKNOW

Sources of Imagery Used

http://influenceatwork.comhttps://images.google.com/