This document summarizes Cialdini's six tools of influence - social proof, liking, reciprocity, authority, scarcity, and commitment and consistency - and provides examples of how a Resource Manager at Protiviti could apply each tool when working with Engagement Teams. The Resource Manager could emphasize popularity and success figures to demonstrate social proof, develop friendships to encourage liking, freely share information to foster reciprocity, establish expertise to claim authority, stress urgency due to scarcity, and seek early small commitments to build consistency. The overall objective is to empower Resource Managers with interpersonal skills to implement staffing software at a higher strategic level.

1. RESOURCE MANAGER EMPOWERMENT CURRICULUM
Summary of Cialdini’s Six Tools of Influence
Objective: Empower Protiviti Resource Managers with tactical interpersonal skills that help them
implement People Planner software at a higher strategic level when working with Engagement Teams:
• Partnership with large, F500 clients as centers of resource vs. job-fillers
• Rapid response to new project opportunities and fast adjustment to annuity project changes
• Reduction of consultant turnover using Discover/Deliver/Nurture components of G2E
• Increased engagement through quality of consultants’ work experience
Influence Tool Summary Protiviti RM Application
Social Proof. One way Engagement Managers
(EMs) determine value is to find out what
others think.
Emphasize the popularity of
your solutions and the wide
appeal of your ideas. Use
success figures and other
company imperatives, such as
G2E, to show the widespread
acceptance of your ideas.
Liking: EMs are more likely to buy into your
ideas if they like you.
Work on friendship and finding
a common ground with
Engagement Managers. Offer
compliments, coffee and ask
questions about them and their
life.
Reciprocity. People have a powerful drive to
return a favor or repay helpfulness.
You must give to get. Freely
offer the increased information
available in People Planner,
such as here/near/far
availability.
Authority. EMs have a deep-seated respect
for specialists, experts and authority figures.
Establish yourself as a
knowledgeable source about
resources and availability. Offer
data, articles and literature, and
answer each question with facts
and to the best of your ability.
Scarcity. Opportunities seem more valuable
to EMs when they are limited.
Stress the urgency of taking
advantage of resources when
they are available.
Commitment and Consistency. Build interest
by starting with a small agreement, leading to
a larger one.
Look for little clues early in the
interaction for genuine
commitment. Get a small buy-
in, such as a nod or verbal

2. agreement, on project features
that are important.