6 Principles Liking People like those who like

Liking – People like those who like them. Action: Uncover the real similarities and

Reciprocity – People repay in kind. Action: Give what you want to receive. 1.

Consistency – People align with their clear commitments. Action: Make their commitments active, public

Social Proof – People follow the lead of similar others. Action: Use peer power

Authority – People refer to the experts. Action: Expose your expertise; don’t assume it’s

Scarcity People want more of what they can have less of. Action: Highlight unique

Persuasion Dianne Garrett Business Communication, MGT 309 University of North Carolina at Greensboro Writing

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6 Principles

Liking – People like those who like them. Action: Uncover the real similarities and offer genuine praise. 1. 2. 3. Win friends People stand physically closer to one another after learning they shared political beliefs & social values. Establish the bond early and it will carry you forward.

Reciprocity – People repay in kind. Action: Give what you want to receive. 1. 2. Smile at someone, watch them smile back. Managers can elicit the desired behavior from coworkers & employees by displaying it first. Whether it’s a sense of trust, a spirit of cooperation, or a pleasant demeanor, leaders model the behavior they want to see in others.

Consistency – People align with their clear commitments. Action: Make their commitments active, public & voluntary. 1. 2. 3. Take a stand stick to it. Once spoken out loud or written (made explicit), it’s more powerful. So be verbal and publicly visible.

Social Proof – People follow the lead of similar others. Action: Use peer power whenever it’s available. 1. 2. 3. Social creatures that we are, human beings rely heavily on the people around them for cues on how to think, feel & act. Persuasion can be extremely effective when it comes from peers. Again, influence is often best exerted horizontally rather than vertically.

Authority – People refer to the experts. Action: Expose your expertise; don’t assume it’s self -evident. 1. 2. 3. 4. “Believe an expert. ” That may or may not be good advise, but it’s what we do. Leaders are to ensure they establish their own expertise before they work to influence. Display your awards & credentials. In a social engagement, lightly touch on your experience in a natural way.

Scarcity People want more of what they can have less of. Action: Highlight unique benefits & exclusive benefits. 1. Potential losses figure far more heavily in a managers decision making than potential gains.

Persuasion Dianne Garrett Business Communication, MGT 309 University of North Carolina at Greensboro Writing that Works (2010). Oliu, Brusaw, & Alred