Persuasion & Influence                    Wali Memon1    Wali Memon                  Thanks to Drs. Cialdini, Palmarini, H...
Overview    Steve Edison--Director of Center for Professional Selling    30 years as Sales/Marketing Executive    BS Mathe...
What Is This Session About?    Introduction    Topic overview (sales perspective)    The presentation in three parts      ...
PersuasionAn attempt to change attitudes or behaviors (or both) without using   coercion or deception. 4      Wali Memon
Argumentation vs Persuasion      Argumentation            Presenting facts and data in logically sound ways in order to he...
Influence Strategies                       Legislation                       Coercion                       Subterfuge    ...
This is Your Brain on a Budget!                                      40 watts7    Wali Memon
This is Your Brain on a Budget!       The average adult brain has a energy budget of 40 watts (+/- 3       watts)       Fo...
Mind TunnelsInformation in some parts of the brain areinaccessible to other parts of the brain• Applies to judgments, deci...
How Many Black Dots vs White Dots?10   Wali Memon
11   Wali Memon
Conversely, we may be forced to use inappropriate information                      Stroop Effect12   Wali Memon
Mind Tunnels• Framing/Priming - Don’t think of an elephant!• Anchoring - Forecasts of new products start with historical d...
PersuasionWEAPONSOFINFLUENCE14   Wali Memon
I. Social Psychology     1.     Reciprocity     2.     Consistency     3.     Social proof     4.     Authority     5.    ...
1. ReciprocityOne of the most potent weapons of influenceand compliance: We want to repay, in kind, what another       per...
1. ReciprocityTechnique 1: If someone makes aconcession, we are obligated to respondwith a concessionMaking a concession g...
1. ReciprocityTechnique 2: Rejection then retreat: exaggerated request rejected, desired lesser   request acceded to     1...
1. Reciprocity Technique 3: Contrast principle: sell the costly item first; or present the undesirable option first19    W...
2. Consistency Our nearly obsessive desire to be (and to appear) consistent with what we have already done Consistency is ...
2. Consistency Technique 1: Elicit a commitment, then expect consistency21    Wali Memon                                  ...
2. Consistency Technique 2: Public, active, effortful commitments tend to be lasting commitments22    Wali Memon          ...
2. Consistency Technique 3: Get a large favor by first getting a small one (small commitments begin to shape a person’s se...
2. Consistency Outcome 1: Commitments people own, take inner responsibility for, are profound Outcome 2: Commitments lead ...
3. Social Proof One means we use to determine what is correct is to find out what other people think is correct. The great...
Consensus & Group Think26   Wali Memon
Consensus & Group ThinkPOWER IN NUMBERS 27    Wali Memon
4. Authority     We have a deep-seated sense of duty to authority     Tests demonstrate that adults will do extreme things...
Milgram, 1961: Looking for a Nazi…and He                Found... 29   Wali Memon
4. Authority Titles Uniforms Clothes Trappings of status30    Wali Memon                       Cialdini
5. LikeabilityWe prefer to say yes to someone we know and like 31    Wali Memon                                           ...
6. Scarcity Opportunities seem more valuable to us when their availability is limited We want it even more when we are in ...
Carving Stone     Persuasive Communication           Why Some Ideas Survive and Others Die33   Wali Memon
Kairos… Windows of Opportunity      When you are in a good mood      When your world view no longer makes sense      When ...
Some Ideas Naturally StickUrban Legends – HIV and theater seatsProverbs (where there is smoke….)A few professors lectures ...
Making an Idea Stick       1. Simplicity (any idea over one is too many)       2. Unexpectedness (a surprise grabs our att...
Making an Idea Stick Simplicity     Find the essential core of the idea     Simple AND profound -proverbs     Relentlessly...
Making an idea Stick-- Unexpectedness Violate expectations...Be counter-intuitive “Gap theory”---perceived hole in our kno...
Making an idea StickConcreteness    Only way to ensure that all receive same message    Our brains are wired to remember c...
Making an idea Stick    Emotions                                                          LBJ’s “Daisy Girl”              ...
Making an idea StickStoryStories are flight simulators for the brainSubway’s Jared vs “7 under 6”Mean Joe Green41    Wali ...
The Communication Framework     For an idea to stick, for it to be useful and lasting, it’s got to make the        audienc...
The Communication Framework     For an idea to stick, for it to be useful and lasting, it’s got to make the        audienc...
So, What’s the Moral?       Logic doesn’t always persuade       Humans are susceptible to illusory thinking       Having i...
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Influence

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Influence

  1. 1. Persuasion & Influence Wali Memon1 Wali Memon Thanks to Drs. Cialdini, Palmarini, Heath, Fisk & Taylor, Berns
  2. 2. Overview Steve Edison--Director of Center for Professional Selling 30 years as Sales/Marketing Executive BS Mathematics MBA Ph.D. Marketing Research: psychological factors leading to strategy/decision-making; information processing style2 Wali Memon
  3. 3. What Is This Session About? Introduction Topic overview (sales perspective) The presentation in three parts Mind Tunnels (Inevitable Illusions—Palmarini, with a sprinkle of Iconoclast, by Berns) Weapons of Influence ( Influence--Cialdini) Carving stone (Making it Stick, Heath & Heath) I recommend these books wholeheartedly! Find these notes and more: www.ualr.edu/selling3 Wali Memon
  4. 4. PersuasionAn attempt to change attitudes or behaviors (or both) without using coercion or deception. 4 Wali Memon
  5. 5. Argumentation vs Persuasion Argumentation Presenting facts and data in logically sound ways in order to help someone to change his/her belief or behavior Persuasion A delicate mix of…. Rational argument Social forces Psychological forces5 Wali Memon
  6. 6. Influence Strategies Legislation Coercion Subterfuge Arm-Twisting Circumvention of awareness Promotion Persuasion Facilitation6 Wali Memon
  7. 7. This is Your Brain on a Budget! 40 watts7 Wali Memon
  8. 8. This is Your Brain on a Budget! The average adult brain has a energy budget of 40 watts (+/- 3 watts) For millenia, the world has become increasingly complex The brain is thought to have evolved, specializing in key processes Keeping the budget in mind, shortcuts are common8 Wali Memon
  9. 9. Mind TunnelsInformation in some parts of the brain areinaccessible to other parts of the brain• Applies to judgments, decision-making, and attitudeadjustment• Facets of the general population• Less-Than-Rational• Mental equivalents of visual illusions http://www.michaelbach.de/ot/ 9 Wali Memon
  10. 10. How Many Black Dots vs White Dots?10 Wali Memon
  11. 11. 11 Wali Memon
  12. 12. Conversely, we may be forced to use inappropriate information Stroop Effect12 Wali Memon
  13. 13. Mind Tunnels• Framing/Priming - Don’t think of an elephant!• Anchoring - Forecasts of new products start with historical data200,000 345,000 789,000 35 100,000 999• Overconfidence - We start with the assumption that we are right• Illusory Correlation - We see what we expect to see• Predictability in hindsight - Hindsight bias: the tendency tooverestimate the predictability of past events based on currentknowledge of the outcome• Ease of representation - When questions change behavior 13 Wali Memon
  14. 14. PersuasionWEAPONSOFINFLUENCE14 Wali Memon
  15. 15. I. Social Psychology 1. Reciprocity 2. Consistency 3. Social proof 4. Authority 5. Likeability 6. Scarcity Robert B. Cialdini, Influence: The Psychology of Persuasion15 Wali Memon (revised; New York: Quill, 1993)
  16. 16. 1. ReciprocityOne of the most potent weapons of influenceand compliance: We want to repay, in kind, what another person has provided us16 Wali Memon Cialdini
  17. 17. 1. ReciprocityTechnique 1: If someone makes aconcession, we are obligated to respondwith a concessionMaking a concession gives the other party afeeling of responsibility for the outcome andgreater satisfaction with resolution17 Wali Memon Cialdini
  18. 18. 1. ReciprocityTechnique 2: Rejection then retreat: exaggerated request rejected, desired lesser request acceded to 18 Wali Memon Cialdini
  19. 19. 1. Reciprocity Technique 3: Contrast principle: sell the costly item first; or present the undesirable option first19 Wali Memon Cialdini
  20. 20. 2. Consistency Our nearly obsessive desire to be (and to appear) consistent with what we have already done Consistency is usually associated with strength, inconsistency as weak; we want to look virtuous20 Wali Memon Cialdini
  21. 21. 2. Consistency Technique 1: Elicit a commitment, then expect consistency21 Wali Memon Cialdini
  22. 22. 2. Consistency Technique 2: Public, active, effortful commitments tend to be lasting commitments22 Wali Memon Cialdini
  23. 23. 2. Consistency Technique 3: Get a large favor by first getting a small one (small commitments begin to shape a person’s self-image and position them for large commitment)23 Wali Memon Cialdini
  24. 24. 2. Consistency Outcome 1: Commitments people own, take inner responsibility for, are profound Outcome 2: Commitments lead to inner change and grow their own legs24 Wali Memon Cialdini
  25. 25. 3. Social Proof One means we use to determine what is correct is to find out what other people think is correct. The greater number of people who find an idea correct, the more the idea will be correct. Pluralistic ignorance: each person decides that since nobody is concerned, nothing is wrong Similarity: social proof operates most powerfully when we observe people just like us25 Wali Memon Cialdini
  26. 26. Consensus & Group Think26 Wali Memon
  27. 27. Consensus & Group ThinkPOWER IN NUMBERS 27 Wali Memon
  28. 28. 4. Authority We have a deep-seated sense of duty to authority Tests demonstrate that adults will do extreme things when instructed to do so by an authority figure28 Wali Memon Cialdini
  29. 29. Milgram, 1961: Looking for a Nazi…and He Found... 29 Wali Memon
  30. 30. 4. Authority Titles Uniforms Clothes Trappings of status30 Wali Memon Cialdini
  31. 31. 5. LikeabilityWe prefer to say yes to someone we know and like 31 Wali Memon Cialdini
  32. 32. 6. Scarcity Opportunities seem more valuable to us when their availability is limited We want it even more when we are in competition for it Condos in Manhattan about doubled in 2007 Helium prices are through the roof! Diamonds are managed for price maintenance32 Wali Memon Cialdini
  33. 33. Carving Stone Persuasive Communication Why Some Ideas Survive and Others Die33 Wali Memon
  34. 34. Kairos… Windows of Opportunity When you are in a good mood When your world view no longer makes sense When you can take action immediately When you feel indebted because of a favor Immediately after you have made a mistake Immediately after you have denied a request 34 Wali Memon
  35. 35. Some Ideas Naturally StickUrban Legends – HIV and theater seatsProverbs (where there is smoke….)A few professors lectures ?Politicians’ sound bites (A chicken in every pot)Preachers pronouncements (fire and brimstone)Activists (global warming, Don’t mess with Texas)35 Wali Memon
  36. 36. Making an Idea Stick 1. Simplicity (any idea over one is too many) 2. Unexpectedness (a surprise grabs our attention) 3. Concreteness (the more dimensions of details the more hooks our minds use to create a memory) 4. Credibility (even untrue stories dont stick unless theres a hint of truth, the urban legend) 5. Incite Emotions (emotional experiences; individuals; things that reflect our identities) 6. Messages in Stories (memorable and meaningful in a story form )36 Wali Memon
  37. 37. Making an Idea Stick Simplicity Find the essential core of the idea Simple AND profound -proverbs Relentlessly prioritize Example: “The Golden Rule” Or, most anything from Apple:37 Wali Memon
  38. 38. Making an idea Stick-- Unexpectedness Violate expectations...Be counter-intuitive “Gap theory”---perceived hole in our knowledge Surprise leads to increased alertness and focus But, is short-lived…need to continually surprise 38 Wali Memon
  39. 39. Making an idea StickConcreteness Only way to ensure that all receive same message Our brains are wired to remember concrete info Proverbs are abstract truths encoded in concrete language Heifer International 39 Wali Memon
  40. 40. Making an idea Stick Emotions LBJ’s “Daisy Girl” aired September 1964 Make people “Feel” something“These are the stakes! To make a world in which all of God’s children can 40 Wali Memonlive, or to go into the dark. We must either love each other, or we must die.”
  41. 41. Making an idea StickStoryStories are flight simulators for the brainSubway’s Jared vs “7 under 6”Mean Joe Green41 Wali Memon
  42. 42. The Communication Framework For an idea to stick, for it to be useful and lasting, it’s got to make the audience: Pay attention Understand and remember Agree/believe Care Be able to act42 Wali Memon
  43. 43. The Communication Framework For an idea to stick, for it to be useful and lasting, it’s got to make the audience: Pay attention Unexpected Understand and remember Concrete Agree/believe Credible Care Emotional Be able to act Story43 Wali Memon
  44. 44. So, What’s the Moral? Logic doesn’t always persuade Humans are susceptible to illusory thinking Having influence in the short term can yield long-term persuasion and Compliance Professionals have an influence tool kit44 Wali Memon

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