You need resources to jump-start a great business idea. How do you get people to help? Cialdini: It requires prework. People will help if they owe you for something you did in the past to advance their goals.
With that prework done, a manager who subsequently needs support, who needs staffing, who maybe even needs a budget, will have significantly elevated the probability of success. It does. Grant provides a brilliant analysis. Another fascinating study was done by Frank Flynn, formerly at Columbia, now at Stanford.
He examined giving behaviors at a large telecom and found that two things happened when people helped their colleagues. One, the helpers were perceived by their fellow employees to be extremely valuable.
How do you manage that discrepancy between generosity and productivity? It was the number of favors exchanged.
He can increase the likelihood of a big ROI by characterizing his assistance as a two-way partnership. Second situation: An executive needs to convince a group that a big change in direction is necessary.
What would you advise? Moving people under conditions of uncertainty is difficult—the first thing they do is freeze. Managers can take the wind in their faces and make it wind in their sails by speaking not just of what will be gained by moving but also of what will be lost or forgone if people fail to move. Instead, they look outside for sources of information that can reduce their uncertainty.
The first thing they look to is authority: What do the experts think about this topic? It could be the person who knows the subject best. The manager needs to marshal evidence from acknowledged experts—they could be outsiders—that aligns with the rationale for the initiative. The other place people look is to peers. Instead, he or she should identify a respected member of the group who agrees with the plan and ask that person to weigh in. Persuasion works by appealing to certain deeply rooted human responses.
Experiments in social psychology by Robert Cialdini and others have identified six of those responses, which Cialdini initially described in his book Influence. People tend to return favors. People will do things they see other people doing—especially if those people seem similar to them. People want to be consistent, or at least to appear to be.
People defer to experts and to those in positions of authority and typically underestimate their tendency to do so. I was recently at a conference where a group of CEOs were asked to cooperate on a task that was important in a civic sense—important to the world—but was not necessarily something their shareholders would applaud. The organizer was deeply respected but had no formal power. In that kind of situation, how do you get people to make commitments that last beyond the feel-good moment?
Two things strike me as important. The research on this is very clear. If they only have themselves in mind and their gain, it becomes manipulative — they create a win-lose scenario. That means, as you pointed out, they explore my reasons for my objection and not use sleazy tricks to get me to buy their stuff. Hey Derek thanks for another awesome video! I will definitely keep these tips in mind in my online business.
A while back I worked the graveyard shift as a security guard from 12 midnight to 8am with Wed. One of the guards was let go and I was asked to switch from the graveyard shift to the daytime shift 8am to 4pm with weekends off. At first I was hesitant because I enjoyed the slower pace of the graveyard shift and being able to get on the Internet during my down time.
But then my manager assured me how he would rather have me works days I was his 1st choice in mind for the day time shift and have someone else work the graveyard shift. In the spirit of being a team player and going above and beyond, I went ahead and agreed to switching over to the daytime schedule. Overall I can honestly say that the benefits of working the daytime schedule outweighed remaining in the graveyard schedule.
Thank you for your video. I had a patient email me the other day that I had saved her life. My husband pursue fed me to sleep with him on our fourth date. He said it was fail proof and worked with all the girls. Awesome video. I like the part about not ridiculing or belittling your customers. No one wants to be pressured into buying something and feel terrible about themselves.
They want to be pressured into buying something that makes them feel great about themselves. No jacket this time?? I was expecting to see you rocking an Alexander Amosu suit for this episode. This comment is about skiing with a helmet.
One day I fell into backwards into the snow and hit my head. Thank goodness, this time I was OK. But I realized how stupid I was not to wear a helmet. So I bought a helmet. Any way, I hit the snow very hard. I fell sideways, and bounced off my head about times.
I fell so hard, in fact, that I broke my collar bone. I had to go to the hospital. And I was unable to ski for the rest of that season. What happened with me was about a brand nail polish been thinking about but never bought any. Before I knew it I had ordered it online while we were still talking in chat on Facebook. My friend did, and wow I ordered it.
That was almost a sweet jump there Derek! Ha, my hubby does this all the time! Sun Peaks! Persuasion is all about espousing the benefits of a thing and making it seem like any other option would be ludicrous.
But, I guess, in many ways, so has everyone. Recently, I sold a marketing video Complete with filming, editing, rendering, sound, etc. At first, they were hesitant. I very much enjoy your webinars, thank you so much. Full Name. Email Address. Start Here Blog About. Recent Articles Contact. And that's okay. Here's why Last Updated April 3rd, Share on Facebook. Spread the love! Anto There is a phallacy, sleazy persuasion works for some people.
Neil Roach I love this topic! This so-called third-person effect is well-established and suggests that there is a comforting and ego-enhancing element in feeling more independent than our peers, and this feeling fuels our self-deception.
In line with this, we are generally more capable of spotting persuasion attempts when they are directed at others than at ourselves. Even when scientists explain this to laypeople, most still see themselves as less gullible than others, much like with other better-than-average biases. Few things are more persuasive than fear. With the exception of psychopaths, the most effective way to persuade people is by activating their threat-detection mechanisms.
This explains why people are generally more motivated to avoid losing something they perceive they have e. Persuasion is emotional first and rational second. Indeed, we are more likely to yield to persuasion in order to maintain or attain certain mood states than in order to gain knowledge or advance our thinking.
When someone makes us feel good — intentionally or not — we will be more likely to agree with their views and be persuaded by them. In persuasion, warmth and empathy go a lot further than logic and evidence. It is for this reason that much of advertising targets our emotional processes.
That said, it is important that these attempts are subtle, so that they seem genuine. Over-the-top manifestations of warmth will seem as fake and artificial and deliberately manipulative as those Super Bowl commercials with cute puppies stranded in the rain.
In short, effective persuasion highlights the irrationality of human thinking. We may be living in a data-driven world, but that does not make people more logical.
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