Question

8. Discuss Cialdini’s principles of influence/persuasion and how you might use that in negotiation.

Answer 1

Cialdini introduces the 6 principles of influence .

Theses 6 principles are reciprocity, consistency, social proof, liking, authority, and scarcity.

Reciprocity:-In other words, doing right by others is a good way to get others to do the same for you. This idea of reciprocity is a powerful one.There are a couple of ways to have this reciprocity work for you. Giving others small gifts, treating others with respect, and doing favors for those in need, are all things that can win you points with other individuals.

Consistency:-The principle of consistency is based on the power of active, public, and voluntary commitments, which results in people actually sticking to their word. Let’s walk through these requirements in a little more detail. The first part is an active commitment. By active, Cialdini means something that is written or spoken to other’s. Having people say they will do something is a start, but when they actively commit to it they’re much more likely to follow through.

Social Proof:-People rely on social cues from others on how to think, feel, and act in many situations. And not just any people, but peers. People they believe are similar to them. This is a key point and what is called social proof.

Liking:People like those who like them or who they perceive as friends. It’s a simple, yet powerful idea. The principle of liking can be used in a few different ways.One method is finding common ground with the people you meet. If you can connect with them on their hobbies or interests, you’ll have a solid ground to build from. Being observant of people is a great way to pick up on any clues that may lead you to such common ground.

Authority:-When you are perceived as an expert in an area, other’s will be more likely to defer to you. Why? Often because experts are able to offer a shortcut to good decisions that would otherwise take a long time to devise themselves. The idea then is to establish that credibility of authority and expertise.Many often miss this opportunity because they assume others will identify their expertise automatically. You can’t leave it up to interpretation because it will often be overlooked.

Scarcity:-People value what is scarce. It’s just basic supply and demand. As things become more scarce, they becoming more valuable to others. There are a few ways that you can use the principle of scarcity to persuade others. One is simply to make offers limited-time, limited-supply, or one-time, which immediately creates a sense of scarcity.

When you understand and use these principles ethically, you, too, can become a more effective negotiator.

1. The Principle of Reciprocity People tend to give back to others what has been given to them. While some people think of Reciprocity in terms of exchanging money, goods, or services, it really involves so much more. For example, when participating in a conversation or discussion, by providing others with attention, information, concessions, and respect, you will likely receive the same from them in return. In order to maximize the Principle of Reciprocity in a negotiation, you should be the first to “give,” and be sure what you give is personalized and unexpected.

2. The Principle of Scarcity People want what they can’t have. That’s why advertisements that promise “Limited Time Only” or “Limited Quantities Available” are so effective. In a workplace negotiation situation, it’s important to describe the unique, or otherwise unattainable advantages of any recommendation or offer you make. However, research shows that in situations marked with uncertainty, people are more apt to take action when they know what they stand to lose, rather than what they could possibly gain. Therefore, when negotiating, it’s important to not only tell people the benefits they’ll gain, but also what they could lose if they don’t move in your recommended direction.

3. The Principle of Authority Research shows that people typically follow the lead of those they perceive as credible and knowledgeable experts. This makes sense, especially since legitimate authorities have attained their positions by virtue of greater knowledge, skill, or expertise in their field. Unfortunately, many experts mistakenly assume that others will naturally recognize their expertise. However, this runs the risk of sabotaging their success. For maximum impact, arrange to have a third party communicate your expertise. Another option is, before you ever start negotiating, to provide the person you want to influence with articles about your accomplishments, credentials, background and expertise (i.e. LinkedIn profile, your bio on your website, etc.)

4. The Principle of Consistency People feel compelled to be consistent with their prior behaviors, opinions, actions, or statements. When someone makes a commitment actively, it’s even more likely that they’ll follow through with that commitment. When negotiating, you can activate the Consistency Principle by recognizing a prior commitment and linking it to your current request. If possible, take it a step further by getting the commitment in writing, because people tend to live up to what they write. The more public the commitment, the stronger the pull to a related request.

5. The Principle of Liking People are more easily influenced by those they like. But what makes someone like you? Science tells us there are three important factors that contribute to like ability: 1) we like people who like us (and tell us so); 2) we like people who are similar to us; and 3) we like people who cooperate with us toward mutual goals. Therefore, when negotiating, take the time necessary to locate genuine shared interests and points of agreement before delving into your idea, proposal, or recommendation. In other words, get to know people more meaningfully before talking business.

6. The Principle of Social Proof People often rely heavily on others for cues on how to think, feel, and act. Hence, the “proof” of what is correct isn’t grounded in facts and statistics, but in the social environment. This tendency to look to and follow the lead of similar others is strongest in situations with uncertainty. To use Social Proof effectively in a negotiation situation, rather than trying to demonstrate it yourself, it’s important first to present testimonials from others that are similar to your fellow negotiator. The more similar the testimonial providers are, the stronger your case will be perceived.

Negotiate for a Win-Win Outcome Negotiation is an essential component in business, and your ability to influence others is a vital skill. But remember that the key is to influence ethically. Only then will you achieve your objectives as you guide the other party to the optimal decision for their needs. That’s how your negotiation skills can benefit everyone and lead to true and lasting results.