Persuasion

Persuasion – why this is more important than ever

 

In one of my discussion with a Business Head, we spoke about how persuasion skill is important for any Leader and why it was becoming more necessary than ever. Persuasion works by appealing to a set of deeply rooted human drives and needs. Persuasion can be taught, learned and applied. 

 

Robert B. Cialdini is a renowned psychologist and author known for his work on persuasion and influence. I happen to read an article written by Robert B. Cialdini that talks about 'Harnessing the Science of Persuasion'. He outlines six key principles of persuasion that can be effectively applied by leaders in various organizational contexts. These principles are:

 

·      Liking: People are more inclined to say yes to those they know, like, and trust. Leaders can build rapport and likability by finding common ground, showing genuine interest in others, and using techniques such as mirroring and matching to establish a connection.

 

·      Reciprocity: People tend to feel obligated to reciprocate when they receive something from someone else. Leaders can leverage this by offering favors, gifts, or concessions to others, which can lead to a sense of indebtedness and increased cooperation.

 

·      Social Proof: People often look to the actions and behaviors of others to guide their own decisions and actions, especially in uncertain situations. Leaders can use social proof by highlighting examples of others who have successfully adopted certain behaviors or strategies, thereby making those behaviors seem more desirable or acceptable.

 

·      Commitment and Consistency: Once people make a commitment or take a stand on something, they are more likely to stick to it, even if the circumstances change. Leaders can encourage commitment by getting others to make small initial commitments or public statements, which can then be built upon over time.

 

·      Authority: People are more likely to comply with requests or instructions from someone they perceive as an authority figure or expert in a particular domain. Leaders can establish their authority by showcasing their expertise, credentials, or track record of success, which can increase the likelihood that others will follow their lead.

 

·      Scarcity: People tend to place a higher value on things that are perceived as scarce or limited in availability. Leaders can create a sense of urgency or exclusivity by emphasizing the scarcity of certain opportunities, resources, or products, which can motivate others to act.

 

By understanding and effectively applying these principles, leaders can enhance their ability to influence others, build strong relationships, and drive positive outcomes within their organisations.  

 

Tapas Kumar Acharya

Founder & Principal Consultant

The Acharya

www.theacharya.in