INFLUENCE AT WORK:BY ROBERT CIALDINI
The success of every credit union hinges on one personal quality: the ability
to influence others. Learn how to arm your CU’s toolbox with this ultimate
power tool. These six proven universal persuasion principles will magically
transform any “maybe” or “no” into a “yes.”
In business today, effective influence is essential. Want your ideas implemented? You must influence others to act on them. Want more clients? You must influence people to buy from you. Want more advancement or responsibility? You must influence executives to see the value you offer. And to be an effective leader you must be able to influence others. In all respects, being able to influence others is the ultimate power tool.
So what makes people say “yes” to your requests? Researchers have been studying influence for over 60 years. While it’s nice to think that we are all logical beings who study facts and information to guide our thinking and decision-making process, scientific research shows otherwise. Following are the six proven universal principles of persuasion that, when used ethically, can influence others to change their behavior.
There’s a powerful rule that says we should try to repay what others have done for us. If someone gives us a gift, we feel compelled to give a gift in return. If someone extends us an invitation, we should extend one to him or her. And if someone does us a favor, we owe him or her a favor in return. By virtue of the Reciprocity Principle, people feel obligated to the future repayment of items, actions, favors and gifts.
You see reciprocity initiated in business every day, even if you don’t immediately recognize it. From suppliers ending relevant industry-specific information to clients, to managers providing personalized guidance, to co- workers helping each other meet a deadline, reciprocity can be initiated in many ways. The key to effectively using reciprocity is to be the first to give, to give unconditionally and to be sure that your “gift” is personalized and unexpected.