Chapter 9 Influence Cialdinis 6 Principles Reciprocity Scarcity

Cialdini’s 6 Principles • Reciprocity • Scarcity • Authority • Consistency • Liking •

My influencing strengths. . . • Liking • Develop rapport • A “pull” style

How can I improve? • Authority • I have positional authority over work associates,

Influencing Up • It is my responsibility to sell, not management’s responsibility to buy.

References • Cialdini, Robert B. Influence: Science and Practice, Fifth Edition. Boston: Pearson Education,

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Chapter 9 Influence

Cialdini’s 6 Principles • Reciprocity • Scarcity • Authority • Consistency • Liking • Consensus

My influencing strengths. . . • Liking • Develop rapport • A “pull” style of influence • Relationship Building • Very similar to liking • See assessments in chapter 2 • Also a “pull” style of influence

How can I improve? • Authority • I have positional authority over work associates, but I can also use my professional experience and expertise to exhibit authority over others. • A fine line between too little and too much exhibited authority • Practice, practice.

Influencing Up • It is my responsibility to sell, not management’s responsibility to buy. Therefore, much preparation and practice must be put into message delivery. • Managers are human, too!

References • Cialdini, Robert B. Influence: Science and Practice, Fifth Edition. Boston: Pearson Education, Inc. , 2009. Print. • Goldsmith Marshall. "Influencing Up. " Leadership Excellence. Vol. 25, Iss. 1. pg. 5 -6. p. January 2008. Internet. Accessed 29 November 2013. • Yemm Graham. "Influencing others - a key skill for all". Management Services. Vol. 52, Iss. 2, pg. 21 -24. p. 2008. Internet. Accessed 29 November 2013.