Here’s another post from my old blog (originally published in 2008), that I thought would be good to re-publish here.
A couple of years back Dr Robert Cialdini, an expert psychologist came up with a set of principles that can be applied in order to harness the power of persuasion and thus influence people. In today’s article I will talk about these six principles and how they can be used.
Principle No. 1 – Liking
People like those who are like them and who create bonds with them. It is important to create early bonds with new acquaintances by informally discovering common interests. This will make them more comfortable and increase their willingness to trust you. Praising other people will also generate more willing compliance.
Principle No. 2 – Reciprocity
People repay in kind, therefore you should develop a habit of giving what you want to receive. Help someone in need and it will be much more likely that he will help you back later.
Principle No. 3 – Social Proof
People follow the lead of similar others. Harness the power of peer power by getting one person from a group to approve your new initiative, the others will most likely follow.
Principle No. 4 – Consistency
People fulfill written, public, and voluntary commitments. Get things down in writing and publicise commitments, then it is more likely that people will fulfill those commitments.
Principle No. 5 – Authority
People believe experts who provide shortcuts to decisions requiring specialised information. The key here is to establish your expertise beforehand by for example describing how you solved a problem similar to the one at hand, or talking about your qualifications and experience, without being boastful.
Principle No. 6 – Scarcity
People value what’s scarce. This is a fact that can be observed in all areas of human behaviour eg. relationships, buying trends etc. You can also use it to your advantage by using exclusive information to persuade. Arouse their curiosity and attention by offering them something nobody knows about eg. “Very few people have heard about this technique…”
Apply these 6 principles in your relationships and you will see that your persuasion power will be better than ever before. Do you have any of your own tips on how to persuade and influence people?