The Power of Persuasion Maranda B Carbin And So, My Fellow Americans, ask not what your country can do for you, but what you can do for your country.....

Leadership’s fundamental challenge Getting things done through others Motivate & direct a highly individualistic workforce Cross functional teams & intercompany partnerships blur the line of authority, outdating former power structures

Six Fundamental Principles of Persuasion The Principle of Liking The Principle of Reciprocity The Principle of Social Proof The Principle of Consistency The Principle of Authority Principle of Scarcity

The Principle of Liking People like those who like them Management creating bonds with recent hire Tupperware Party – Retailing Phenomenon Two most important factors – Similarity and Praise

The Principle of Reciprocity Do unto others... Universal human tendency of people repaying in Kind Gift giving, although a cruder application, has an effect on retention in management.

The Principle of Social Proof Simon Says.... Use Peer Power whenever available

The Principle of Consistency Leaders who have the ability to make their commitments active, Public, & Voluntary People feel committed to what you want them to do Win public commitment

The Principle of Authority People Defer to Experts Expose your expertise – Don't assume its self evident Illustrates the docile submissiveness of the public

Principle of Scarcity The less there is , the more you want Items and opportunities become more valuable when less available “In order to be irreplaceable one must always be different.” Coco Chanel Organisational context – limited time, limited – supply, and one of a kind offers

Putting It Together  Aristotle's Appeals : Ethos (credibility) Pathos(Emotional) Logos(Logical) Applied in combination to compound their impact Managers should use informal, social conversations to establish their credentials Conversation affords an opportunity to gain information as well as convey it

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