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influencing others
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UPGRADE YOUR THINKING TO BOOST YOUR RESULTS

INFLUENCING OTHERS

the 6 secrets of persuasion according to Cialdini

satisfaction score: 8,6 I  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 6 evidnece-based techniques for influencing others.



In this training you will learn to apply 6 powerfull techniques to influence others (be it clients, colleagues, managers, ...): 


  1. reciprocity: "give and you will receive
  2. commitment and consistency: "I'm a man of my word ..."
  3. social proof: "2 heads know more than 1"
  4. liking: "who can resist that face?"
  5. authority: "if the doctor says so..."
  6. scarcity: "hurry! only 3 seats left!"


*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...”

  • 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 of my word…”

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

Principle 3: SOCIAL PROOF: “2 HEADS KNOW MORE THAN 1…”

  • 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 : “IT'S NOW OR NEVER …”

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

Reviews

“Great ideas, expertly presented and coached. I came away confident that I could use these techniques straight away to improve my own work outcomes.”


James Harper, Senior Communications Manager, Innovate UK

"A really useful workshop. What I liked most about it was that the workshop was tailor-made to fit our needs. Because we were working on our own cases, I got to apply the new tools and techniques in a very hands-on way."


Andrea Dohle, Communication Correspondent, Enterprise Europe Network Germany

SMARTER THINKING

BETTER RESULTS

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