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© 2014 mona sabet 
Influence(Your Currency) 
mona sabet 
1
© 2014 mona sabet 
2 
What are we talking about? 
AUTHORITY 
INFLUENCE 
FORCE 
POWER
© 2014 mona sabet 
6 Sources of Influence 
Reciprocity 
Consistency (avoiding cognitive dissonance) 
we are influenced to act so that we stay internally consistent 
Social proof 
Liking 
Scarcity 
Expertise 
3
© 2014 mona sabet 
What are these studies examples of? 
Speakers who talk fast are more influential than speakers who hesitate 
Drive safely campaign 
Towel reuse 
Tax form declarations 
“Slam the door” technique 
Same name game 
No time for New Coke! 
4
© 2014 mona sabet 
5 
Putting Influence into Practice 
Change 
Brand 
Influence 
Network
© 2014 mona sabet 
What about “Social Influence”? 6 
Reciprocity 
Consistency 
we are influenced to act so that we stay internally consistent 
Social proof 
Liking 
proximity + trauma 
Scarcity 
Expertise
© 2014 mona sabet 
How do I use reciprocity? 7 
Reciprocity 
Buy someone lunch 
Help someone look for a new job 
Offer to give someone feedback on a draft 
end every meeting with 
“what can I do to help you?”

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2.3 influence your currency - handout

  • 1. © 2014 mona sabet Influence(Your Currency) mona sabet 1
  • 2. © 2014 mona sabet 2 What are we talking about? AUTHORITY INFLUENCE FORCE POWER
  • 3. © 2014 mona sabet 6 Sources of Influence Reciprocity Consistency (avoiding cognitive dissonance) we are influenced to act so that we stay internally consistent Social proof Liking Scarcity Expertise 3
  • 4. © 2014 mona sabet What are these studies examples of? Speakers who talk fast are more influential than speakers who hesitate Drive safely campaign Towel reuse Tax form declarations “Slam the door” technique Same name game No time for New Coke! 4
  • 5. © 2014 mona sabet 5 Putting Influence into Practice Change Brand Influence Network
  • 6. © 2014 mona sabet What about “Social Influence”? 6 Reciprocity Consistency we are influenced to act so that we stay internally consistent Social proof Liking proximity + trauma Scarcity Expertise
  • 7. © 2014 mona sabet How do I use reciprocity? 7 Reciprocity Buy someone lunch Help someone look for a new job Offer to give someone feedback on a draft end every meeting with “what can I do to help you?”