logo HumanInsight
influencing others

Influencing others.

the 7 secrets of persuasion according to Cialdini

1 day  I  Training or Virtual Learning Journey

Influencing others


Whether you're a leader, HR manager or communication professional, each of us has to deal with the behaviour of othersinour professional life - and we want to influence that behaviour. In his bestseller "Influence"* Professor Robert Cialdini outlines 7 evidence-based techniques for influencing others.



In this training you will learn to apply 7 powerful techniques to influence others (be it clients, colleagues, managers, ...): 


  1. reciprocity: "give and you will receive... and receive"
  2. commitment and consistency: "I'm a man/woman of my word"
  3. social proof: "if all the others are doing it..."
  4. liking: "who can resist that face?"
  5. authority: "if the doctor says so..."
  6. scarcity: "hurry! only 3 seats left!"
  7. unity: "this is where I belong"


*Robert Cialdini (2007) 'Influence'

Details

Type: Possible as


In-company training

1 day, in your organisation

Virtual Learning Journey

2 half days (each 3 hours), via Zoom

max. 12 participants


Dates open training

no dates at present


Prefer to contact us by phone? No problem. Simply fill in your details below or call us at +32 494 75 10 62.

 
 
 

Programme

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.


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

  • Groupthink and peer pressure
  • How the environment affects our choices and decisons

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?

Reviews

"De workshops van HumanInsight zijn verhelderend en inspirerend. Rekening houdend met jouw noden en vragen krijg je een mix van theorie en praktische oefeningen. Ze geven je handvaten waarmee je ook nadien zelf aan de slag kunt.


Na een workshop kom je gegarandeerd thuis met een aha-gevoel en een berg ideeën om aan de slag te gaan."


Arianne Van Roy, Directeur, KOCA

"The trainer has an unique combination of professionality and spontaneity. The session was interesting and educational, completely tailored to our needs in the municipality.


I particularly enjoyed the diversity of the groups and participants - we were all on equal level solving important problems."


Andre Peterson,Operational Manager,

Bergrivier Municipality, South-Africa