The Science Behind Influence
Robert Cialdini, Regents’ Professor of Psychology and Marketing, Arizona State University, has spent 30 years studying the ways people are influenced. He’s whittled down his findings to six key principles: reciprocation, social proof, commitment and consistency, liking, authority, and scarcity. How can we incorporate these principles, and other scientifically-proven methods, into our day-to-day communication and professional relationships? By practicing influence and persuasion every day. Influence is not about title, it is about trust. We begin by working with clients to appreciate that business is personal and emotional, not transactional.
Because they have to believe before they will follow.
The Influencer will teach participants to win the hearts and minds of clients, colleagues and management.
WHAT Influencers LEARN
Core influential skills including identifying blocks and barriers, building consensus and support, effective listening, and bidirectional communicating
How to manage and influence one-on-one and group interactions using the Preparation Framework
How to address the credibility question
How to appeal to emotions and use audience self-persuasion to build buy-in and support
Influencing upwards, motivating team members and peers, and building cooperation through relationship linking
Influencers should commit to working on the program 15 to 30 minutes a day, whether that's actively employing an exercise in realtime, capturing reactions and insights in their professional journal, or emailing their Coach for feedback. The key: consistency.