1. 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.....

2. 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

3. 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

4. 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

5. 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.

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

7. 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

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

9. 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

10. 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

11. QUESTIONS?