Influence Flashcards
Who wrote Influence?
Robert Cialdini
What is the contrast principle? How is it applied in real estate?
People think in relative terms, if a second item is different than the first people tend to think it’s more different than it really is.
Real estate agents show the dumps first, then the best place to get buyer excited.
What is the reciprocation principle? How does it relate to past presidents ability to get things done?
People are influenced to act if they feel indebted to you.
Johnson - favors called in from years in congress
Carter - no favors, no debt owed
How do you combine the contrast and reciprocity principle?
When asking for something you want, first ask for something bigger then allow them to grant something more reasonable.
What is the consistency principle and how is it used?
Consistency is correlated with personal and intellectual strength.
Start small and get people to comply with small actions, then gradually get them bought into something bigger. Especially useful if the small thing can help them change their identity.
What is the commitment principle and how is it used?
If people commit to something small that changes their identity and narrative, over time it is easy to get them to agree to something bigger.
If people go through difficulty to attain something after a commitment, they tend to value it much higher than those who did not.
What changes group dynamics?
Communicating the purpose or reason behind why people need to change behavior, and tying it back to a consistent core central princple or mission.
How do we understand what is the correct behaviour, and as a result how should we consider changing our behavior?
We understand what is correct when we see others doing it.
To change behavior, Immerse yourself in a new environment where you see others behaving like you want.
If you want to change someone elses behavior, put someone else in an environment of similar people performing the desired behavior.
What is the equation for leadership?
Guru personality + isolation + shared struggle + value system based solution = leadership
What are keys to the core influence principle of liking.
Attractive people more likely to be assigned positive qualities of talent and intelligence.
If people like you with similar backgrounds and interests and think they are part of your same group, they are much more likely to do something you ask.
People are completely helpless in the face of praise.
When does integration work and not work?
Integration of two groups struggles when integration is the end goal of the combined group. When the integrated group has a shared goal in mind, that makes the integrated cohesion much more successful.
What is the association principle?
We believe if we associate with success, we are successful ourselves by relationship (not by actual success).
Example = sports
In what state are people most likely to answer a question truthfully as opposed to answering in a way that would boost their position?
If they first gain confidence through answering another question correctly etc.
What is the authority principle?
Commands from authority cause people to do completely illogical things.
Authority and leadership is natural, increases predictability and takes away decision responsibility.
