Influencing others.

After this training:

• you will have insight in how humans make choices through use of a number of mental shortcuts

• you will know how to analyse human behaviour and which elements to focus on to influence others

• you will be able to apply influencing techniques from behavioural economics and cognitive psychology to cases in your daily practice

• you will have a better understanding of your own behaviour and that of others - be it your colleagues, a target group, or your private context

1: Our fallible thinking

• How does our brain work? System 1 and system 2 thinking.
• The mental shortcuts our brain uses. 
• What does this imply for influencing others?

2: Principles of persuasion by Cialdini:

PRINCIPLE 1 - RECIPROCITY: “GIVE AND YOU WILL RECEIVE... AND RECEIVE”

• The age-old give and take: “I may need to ask you a favour …”
  
• Why people go along when you give them something, or in which circumstances they refuse. 

PRINCIPLE 2 - CONSISTENCY: “I'm a man/woman of my word…”

• Our sense of identity.
• How people can be influenced once they have ventured in a certain direction.

PRINCPLE 3: SOCIAL PROOF: “IF ALL THE OTHERS ARE DOING IT...”

• Group think and peer pressure
  
• How the environment affects our choices and decisions

PRINCIPLE 4 - LIKING: “WHO CAN RESIST THAT FACE…”

• Conditioning and association.
  
• The force of attraction and how it makes us go along with people we like.
  
  

PRINCIPLE 5 – AUTHORITY: “IF THE DOCTOR SAYS SO …”

• Why we accept authority.
  
• Levers for authority and respect.
  

PRINCIPLE 6 - SCARCITY : “HURRY! ONLY 3 SEATS LEFT!”

• Loss aversion and it's implications.
• How our aversion to losing out affects our life and our choices.
  
  

PRINCIPLE 7 - UNITY: "THIS IS WHERE I BELONG"

• Cialdini: "We is the shared I"
  

• How do you foster a shared identity, a sense of belonging?

3: Your own cases

• In which situations would you like to have more influence?
  
• How can we apply the universal principles of persuasion here?

4: Action Plan on Influence

• How will you translate what you have learned to your own practice?