Six Weapons of Influence

Robert Cialdini is most known for his popular book, The Psychology of Influence and Persuasion. According to Dr. Cialdini, when influence is employed correctly, it efficiently moves people in positive directions. Those who wish to create and sustain positive change in others need to understand how the influence process works.

Here is a list of his Six Weapons of Influence:

• Reciprocity – This principle basically defines the human need and tendency to want to give something back when something is received. People tend to return a favor.

• Commitment and Consistency – If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement.

• Consensus or Social Proof – People will do things that they see other people are doing. which states people look to others and follow what they are doing. In times of uncertainty where it is difficult to determine what exactly is going on, we will become more ignorant in an effort to “stay under the radar” and not get noticed..

• Authority – Look and act like an authority. Dress like the people who are already in the positions of authority you seek.

• Liking – People do business with people they like. People are easily persuaded by other people that they like. which states people look to others and follow what they are doing. In times of uncertainty where it is difficult to determine what exactly is going on, we will become more ignorant in an effort to “stay under the radar” and not get noticed.

• Scarcity – Perceived scarcity will generate demand. For example, saying offers are available for a “limited time only” encourages sales.

According to Robert Cialdini these weapons of influence are universal principles that can be employed for good or for evil. As a job seeker you can use these principles as you navigate the hiring process. As an example, when you walk into an interview, your strong resume, your educational credentials demonstrate credibility or Authority. As you sit down to discuss the position, understand that people do business with people they like. So your ability to be likeable in an interview is important for you to have a successful interview and move to a commitment by the hiring manager so that you get the call offering you an opportunity. If you can gain Commitment from the hiring manager to contact you in a week or so, you will deomonstrate the principle of Commitment or Consistency. And I could go on. Take a look at the Weapons Of Influence. How can you employ these weapons to help you better influence people in  your life.?

Image Credit: sxc.hu

Image Credit: sxc.hu