Influence: Science and Practice: Difference between revisions

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The author also worked undercover in many [[compliance (psychology)|compliance]] fields such as car sales and door-to-door sales.

=Key Weapons of Influence=

The key "weapons of influence" outlined are:

==Reciprocation==

People generally feel obliged to return favoursfavors offered to them. This trait is embodied in all human cultures and is one of the human characteristics that allow us to live as a society.

Compliance professionals often play on this trait by offering a small gift to potential customers. Studies have shown that even if the gift is unwanted, it will influence the recipient to reciprocate.

A variation on this theme is to ask for a particularly big favourfavor. When this is turned down, a smaller favourfavor is asked for. This is likely to be successful because a concession on one side (the downscalingdown-scaling of the favourfavor) will be reciprocated by a concession by the other party (agreement to the smaller favourfavor).

Reciprocation is an application of [[Reciprocity (social psychology)]].

==Commitment and consistency==

People have a general desire to appear consistent in their behaviourbehavior. People generally also value consistency in others.

Compliance professionals can exploit the desire to be consistent by having someone make an initial, often small, commitment. Requests can then be made that are in keeping with this initial commitment.

People also have a strong desire to stand by commitments made by providing further justification and reasons for supporting them. This pattern of behaviourbehavior toward or resulting in a negative outcome is called ''[[escalation of commitment]]''.

==Social proof==

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There are several factors that can influence people to like some people more than others:

* [[Physical attractiveness]] can give people a "halo" effect whereby others are more likely to trust them and think of them as smarter and more talented.

* People tend to like people who are most like themselves.

* People tend to like those who pay them compliments.

* People who they are forced to cooperate with to achieve a common goal tend to form a trust with those people.

* People tend to like people that make them laugh. For example, many lectures start with a joke.

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==Influencing as a process==

The concepts presented above may be incorporated into a process to be followed by prospective ''influencers''.

The required preliminary activity is to make sure that the contemplated situation should indeed follow the influencing process as compared to some other similar process. This [http://www.flickr.com/photo_zoom.gne?id=103579840&size=o diagram] helps in evaluating this decision. Next, if influencing is appropriate for the contemplated situation, the following steps may be performed.{{Fact|date=April 2009}}

* ;Phase 1: - Before the influencing session

:Step 1: Prepare and plan

** Step 1: Prepare and plan: The first step is to determine exactly what the ''influencer'' needs from the people to be influenced, or client(s). Next, the needs and wants of the client are determined and the opening statement is prepared. The opening statement should present an offer that, if accepted, will also help to satisfy the ''influencer's'' needs. Possible negative reactions are anticipated and useful responses are planned. Role-play is a good way of maximizing the effectiveness of the preparation. Consult [http://www.mbatoolbox.org/stories/storyReader$12 Influencing] for details and examples.

* ;Phase 2: - At the influencing meeting

** :Step 2: The opening statement is presented.

** :Step 3: The client's needs are confirmed.

** :Step 4: Listen to the client's response and respond appropriately.

** :Step 5: Ask the client to accept the prepared offer.

** :Step 6: If the client accepts, thanks are expressed and any required formalities are completed. If the client refuses, another attempt may be made at another time or another potential client may be visited.

* ;Phase 3: - Analysis after the meeting.

** :Step 7: Reviewing the influencing experience helps one learn the lessons on how to achieve a better outcome. Therefore, one should take the time to review each element and ask oneself, "what went well?" and "what could be improved next time?"

==External links==

*[http://www.martialdevelopment.com/blog/comforts-of-mindless-consistency/ The Comforts of Mindless Consistency - A Case Study by Robert B. Cialdini]

===Resources===

{{Or|date=September 2007}}

==References==

{{Reflist}}

[[Category:Psychology books]]