Inside Influence Report

 By Steve Martin, CMCTHiRes

When it comes to influencing others, delivering the right number of messages to support your proposal or proposition is going to be crucial. Too few, and your attempt might come across as halfhearted, indifferent or plain weak. But too many messages can hurt you too. Like adding too much spice to the dish, your influence attempt could become overpowering‚ÄĒone that even the dog will turn his nose up at.

So when it comes to successfully persuading others, what is the optimal number of claims that you should employ to produce the most positive impression?  

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iStock_000018258905Medium

By Steve Martin, CMCT

Imagine that you are preparing a proposal for a client and, having researched all the information, equipment, materials and resources that you will need to deliver the job, the time has come to commit to paper the only piece of information your client is really interested in. Your price.

Will your client be more likely to accept your offer (or at least be more conciliatory with their counter-offer) if it has a precise ending, or would you be more effective doing what many of us do and rounding up your quote?
It turns out that persuasion science can provide a clear answer to this question not only making your future negotiations more successful but maybe your next salary review too.

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 the rational animal

  

There is an intellectual train speeding our way, carrying a revolutionary payload for those who want to truly understand how people make decisions. Douglas Kenrick and Vladas Griskevicius are at the center of this scientific revolution, and their new book The Rational Animal: How Evolution Made Us Smarter Than We Think, gives us the inside story, with some important implications for anyone seriously interested in understanding the psychology behind business choices…as well as personal ones. 

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By Steve Martin, CMCTiStock_000021091949Medium

Business rarely pauses to take breath and when change happens it can often occur at lighting speed throwing up unexpected challenges. A sudden acquisition can mean that today‚Äôs competitor will be tomorrow‚Äôs colleague. A change in business model could result in a long-standing rival emerging as the perfect joint venture partner. A seemingly straightforward company restructure can lead to the merging of departments that previously didn’t see eye to eye.

Marriages like these can be challenging at the best of times. Even more so if those concerned have previously gone to great lengths to differentiate themselves from an adversary that they now find to be an associate. So when a wedding of opponents occurs what can be done to encourage people to accept former rivals as part of the new family? And how might they be persuaded to cooperate with new colleagues, work collaboratively and embrace joint efforts?

One potential answer comes from another group notorious for their fierce rivalries Рsports fans. 

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ChoicesBy:  Steve Martin, CMCT

Imagine you need to persuade an individual or a group of people to complete a task that will take time, multiple steps and actions in order to achieve it.  Would you be more effective by taking a flexible approach and allowing them to choose the order in which they carry out the steps required? Or, would it be better to be rigid and prescribe the specific steps yourself?   

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HBR

 

The Harvard Business Review just published a new interview with Dr. Robert Cialdini on his insights into the uses and abuses of influence by Sarah Cliffe, Executive Editor. 

 

For some new insight and uses click here.  And please leave a comment to make your voice heard. 

 

 


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Testimonials

‚ÄúDr. Cialdini held our audience ‚Äėspellbound‚Äô for hours. His advice was both strategic and practical, and was geared perfectly for our audience from about 40 countries. His principles were put into practice by the delegates immediately.‚ÄĚ
CATHY KERNEN, Global Director of Product PR, AstraZeneca Alderley Park, UK

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