satisfaction score: 8,6 I 1 day I Training or Virtual Learning Journey
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, ...):
reciprocity: "give and you will receive
commitment and consistency: "I'm a man of my word ..."
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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.
“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