Influence investigates the causes of human change - whether that change is a behavior, an attitude, or a belief.

• Inducing a change in behavior is called compliance.
• Inducing a change in attitude is called persuasion.
• Inducing a change in belief is called either education or propaganda - depending on your perspective.

This short eCourse is focused on developing your persuasiveness.

Persuasion attempts to win "the heart and mind" of the target. Thus persuasion must induce attitude change, which entails affective (emotion-based) change. Although persuasion is more difficult to induce, its effects last longer because the target actually accepts and internalizes the advocacy.

Persuasion

The influences Cialdini describes creates a powerful urge to respond, which he describes as a “click-whir” response that is automatic. The first rule is:

Reciprocity rule

The rule says that we should try to repay, in kind, what another person has provided us.

The implication for leaders is that you have to go first. Give your followers (or intended followers) something: give information, give authority, give coaching, give a positive experience to people and they will want to give you something in return.

Try this today:

• Give your team members coaching in persuasiveness or something else that you are already talented in.
• Attach a hand-written sticky note to a document that you want someone to respond to.
• Write a personal note of appreciation by hand and place it on your team member’s desk.

You know already that this works. You've heard of the saying "there's no such thing as a free lunch?"

When someone gives you something that is undeserved, unearned or just 'out of the blue'. What is your immediate thought?

1. Thank you that's very kind of you to be so gracious.
2. What do you want?

Number 2 right? You are already anticipating paying them back!

Is this underhanded? Well it could be if your intentions are bad. But if your intentions are good, why not 'soften them up first'.

When this is a less good idea. When you are doing so after the fact rather than before. For example, buying someone a gift because you've just wrecked their car and have yet to confess.

This is why I am give you free access to my toolbox. I give to you something valuable, something you want (I know this because you had to sign up for it and double opt-in) and I do so to give first and I know that ultimately, "givers gain!"

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