The Art of Persuasion -- Six Basic Laws of Winning Friends and Influencing People

[Photo: communicationissuccess.blogspot.com]

No leader can succeed without mastering the art of persuasion. But there’s hard science in that skill, too, and a large body of psychological research suggests there are following six basic laws of winning friends and influencing people.

1. The Principle of Liking (People like those who like them)

The Application: Uncover real similarities and offer genuine praise.

2. The Principle of Reciprocity: People repay in kind.

The Application: Give what you want to receive.

3. The Principle of Social Proof: People follow the lead of similar others.

The Application: Use peer power whenever it’s available.

4. The Principle of Consistency: People align with their clear commitments.

The Application: Make their commitments active, public, and voluntary.

5. The Principle of Authority: People defer to experts.

The Application: Expose your expertise; don’t assume it’s self-evident.

6. The Principle of Scarcity: People want more of what they can have less of.

The Application: Highlight unique benefits and exclusive information.

[Photo: www.toprankblog.com]

(From Harnessing the Science of Persuasion by Robert B. Cialdini, Havard Business Review-October 2001)

Comments

Contributing Disciplines to the Field of OB

Source: Robbins & Judge, 15e, 2013, p. 13 Organizational behavior is an applied behavioral science built on contributions from a number of behavioral disciplines, mainly psychology and social psychology, sociology, and anthropology. Psychology’s contributions have been mainly at the individual or micro level of analysis, while the other disciplines have contributed to our understanding of macro concepts such as group processes and organization. Exhibit 1-3 is an overview of the major contributions to the study of organizational behavior ( Robbins & Judge, 15e, 2013, pp. 13-14) . Psychology Psychology seeks to measure, explain, and sometimes change the behavior of humans and other animals. Those who have contributed and continue to add to the knowledge of OB are learning theorists, personality theorists, counselling psychologists, and, most important, industrial and organizational psychologists. Early ind...

Concept of Individual Behavior, Behavior as an input-output system, Mental Process

Concept of Individual Behavior . Individual Behavior and Assumptions (Adhikari, 2009, p 45) - 1. Behavior is determined by a combination of forces in individual and environment. 2. Every individual makes decisions differently. 3. Different individuals have different levels and types of needs, desires and goals. 4. Perception plays vital role in problem solving and decision making. Factors creating differences and effects on individual performance (Hellriegel, Slocum, Woodman & Bruning, 1998) 1. Ability 2. Motivation 3. ...

Eight Rules of Leadership by Jack Welch

Let me share the Eight Rules of Leadership what I found interesting and relevant at workplace by Jack Welch's book Winning: What leaders do? photo courtesy: imcgroupmedia.com/jack-welch/ Leaders relentlessly upgrade their team, using every encounter as an opportunity to evaluate, coach and build self-confidence. Leaders make sure people not only see the vision, the live and breath it. Leaders get into everyone’s skin, exuding positive energy and optimism. Leaders establish trust with candor, transparency and credit. Leaders have the courage to make unpopular decisions and gut calls. Leaders probe and push with a curiosity that borders on skepticism, making sure their questions are answered with action. Leaders inspire risk taking and learning by setting the example. Leaders celebrate!

MANAGEMENT PSYCHOLOGY SPIRITUALITY LEADERSHIP

Search This Blog