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• Stimuli that activate mechanical reactions vs. controlled responses
• Mistakes – how we learn; failing forward
• Bad Decisions – automatic actions that lack our full awareness and
attention
PART 1 – KNOW THE TRIGGERS
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Influence Trigger:
RECIPROCATION
We have a social obligation to pay, in kind, what has
been given to us.
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Influence Trigger:
CONSISTENCY
We feel strong pressure to be consistent within our
own words and actions
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Influence Trigger:
LIKING
We prefer to say yes to the requests of people we
know and like
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Influence Trigger:
SOCIAL PROOF
We often look to the behavior of similar others for
direction about choices
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Influence Trigger:
SCARCITY
We typically overvalue things that are rare,
dwindling in availability or difficult to acquire
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Influence Trigger:
AUTHORITY
We defer to experts and are more easily persuaded by
individuals perceived to be legitimate authorities
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INFLUENCE TRIGGERS
Source - Influence: Science and Practice by Robert B. Cialdini
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As if social influence isn’t enough – we have cognitive biases to
worry about.
• Distortions in the way we perceive reality.
• Defects and glitches in our thinking.
• We can’t recognize our own biases.
PART 2 – AVOID THE TRAPS
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PART 3: APPLY THE TOOLS
FROM AUTOMATIC TO AWARE
• Default Decision
• Increased Awareness
• Blind Spot
15. Level I Listening
Listening to your
• Thoughts
• Judgments
• Opinions
Level II Listening
Listening for the speaker’s:
• Purpose
• Vision
• Objective
• Outcome
15
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LEVELS OF LISTENING
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YOUR OPINION MATTERS
Please take a moment
now to evaluate this session.
Thank you!
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THANK YOU
To bring trainings on Communication,
Collaboration and Innovation to your firm or
organization, contact:
Judith Gordon
(310) 968-7270
Judith@OrganicComm.com
Amy Mallow
(212) 225-0624
amallow@MLAGlobal.com
Lee Broekman
(818) 212-9196
Lee@OrganicComm.com