John Hancock once said, “The greatest ability in business is to get along with others and to influence their actions.” To obtain what you want in life whether it be in work or leisure requires constant negotiation or persuasion. This can be done through many communicative ways and requires observation and understanding of nonverbal cues, as well as a deep understanding of the intended goal for both you and the other party in which you are influencing. Influencing others can surely deem to be a challenging task and gaining a deeper understanding of the psychological principles that underlie within the influencing process is very important. For this reason, the book we studied in class- Robert B. Cialdini's Influence: Science and Practice (2009), outlines the principles of consistency, reciprocation, social proof, authority, liking and scarcity. Cialdini takes us into deep examinations, real-life examples, experiments, and strategies to further our knowledge of these principles by outlining …show more content…
It is almost as if we feel wired to repay that debt and the rule states that this is something that is in our nature. Psychologically speaking, we as humans hate to carry the burden of indebt! The rule says that we should at least kindly attempt to repay the person whether it be lunch, a drink, or even if you are invited over to dinner at their place, we feel obligated to reciprocate. According to the findings of the Regan experiment, we were able to see that like/dislike had nothing to do with reciprocation. “The rule for reciprocity was so strong that it simply overwhelmed the influence of a factor-liking for the requester-that normally affects the decision to comply” (Cialdini, 2009, p. 23). Inevitably this rule allows for uninvited debts and compels us to be obligated to give, receive, and
...on the existence of a critical mass of easily influenced people who influence other easy-to-influence people "(Watt 79).
Kerbel, Matthew R. (1993). An Empirical Test of the Role of Persuasion in the Exercise of
Harris explains how when people are reciprocating, for example, a follow back, they have to go through the application to do so. This grabs people’s attention. There are few times when people just reciprocate the follow back, instead they find themselves spending more time on the app. This gets people’s attention. He also explains how on social media if someone follows an individual, it is rude not to follow back. In addition, he says “you do me a favor, now I owe you one next time” (Harris). Yes, this is true for some people as it is common in our society to always give back for anything good that has happened to us. But Harris is generalizing the population by saying that everyone does something hoping to get something in return. Not everyone does something only to have the favor returned; some people actually do things through the generosity of their
...lled under our social system. X helped Y out of trouble in the past. Now Y owes a favor back to X. However, if Y denies to help X in the future, usage of the word "owe" cannot make Y help X. Again, the moral values of Y are coming into action. The moral values of Y are not forcing Y to help X. In this situation, even if X claims that Y "owe" the favor to X, it is not making a difference to Y. Again, looking at the case we see that X helped Y in the first place without owing any form of favor to Y. It was because X's moral values forced X helped to Y. Thus we see, that the word "owe" had nothing to do with whether X helps Y or not.
Effective communicators use six principles to get what they want and to influence and shape the behaviour of others, according to Robert B Cialdini, author of Influence: Science and Practice. Each of these principles is governed by a psychological principle that directs human behaviour and gives the users their power. The six principles are reciprocation, consistency and commitment, social proof, liking, authority and scarcity.
Cialdini, Robert B, & Trost, Melanie R. (1998). Social Influence: Social Norms, Conformity, & Compliance. Interpersonal Phenomena. Retrieved from: angel.elmira.edu/section/default.asp?id=w114_PSY3010_01.
Social influence is the process whereby attitudes and behaviour are influenced by the real or implied presence of other people (Hogg & Vaughan, 2011). There are three types of social influence compliance, obedience, and conformity. This essay will focus on conformity and obedience. These issues will be examined by considering classic studies and contemporary implications.
Without understanding and using effective communication, a company would fall apart and be unable to survive. Communication is defined as, “the process by which information is transmitted and understood between two or more people” (McShane and Steen, 2012). The key part of the definition is that the communication is understood. Communication channels include electronic mail, web-based communication, social media, nonverbal communication (i.e. gestures and facial expressions), and other verbal communication media. This report will go over how to effectively choose the most appropriate channel of communication for a situation through the ideas of social acceptance, media richness, and communication channels and persuasion so that the message is best understood.
Impression management (IM) refers to the behaviors or actions an individual engages in to influence another’s impression of individuals. Impression management is commonly used in the workplace and has been proven to impact important outcomes within that setting. IM is commonly used to obtain promotions, employment, and positive appraisal. Given that IM plays a major role in a business’ success, Scientist have been working to develop a greater understanding of IM, including looking into situations and circumstances when it is used, the people who use it, and how its use can be
The principles of influence are essential to establish how people perceive you. Most of the times how people see or perceive us in social life is not at all accurate. However, in business life is very important that people perceive us in a certain way in order to improve our influence in others, and continuously improve negotiation skills. Two of the six principles of influence established by Robert Cialdini that I see mostly in my daily life are reciprocity and liking. As a student, reciprocity is always in everyone's interest because you always help someone in order to have a good relationship with the other person, and you expect them to be willing to return the favor in case you need it. Another principle I see very often is liking. A
One form is generalized reciprocity, which is the giving of goods without expectation of a return of equal value at any definite future time. Generalized reciprocity occurs mainly between individuals who are emotionally attached to one another and have a responsibility to help one another on the basis of need. In the United States, parents who provide their children with shelter, food, vehicles, college educations, and interest-free loans are practicing generalized reciprocity. Giving without the expectation of a quick and equivalent return should also occur between certain other kinds of social relations, such as wives and husbands, siblings, and sometimes close friends. Among certain groups of people more goods are exchanged using this form than any other. For example, most members of small hunting and gathering groups are expected to share food and be generous with their possessions. Generalized reciprocity happens in all human populations and is the dominant mode of exchange in very small groups in which all or most members are relatives.
The principle of reciprocity was developed at a young age with my mother telling me to never accept anything for free, unless it is insisted and would be rude not to, and in that case extreme gratitude must be shown and the favor repaid in some way. This influences my interactions to this day as I will feel shame for accepting any help and will hold a deep sense of guilt as well as an obligation for the favor to be repaid. My perception of scarcity was heavily influenced to consider the needs of others and to try to accommodate them whenever possible. My sense of authority was greatly influenced on a subconscious level since my father was in the army for the first three years of my life and I was raised by my mother and grandmother during that time. My father and I have never had a close relationship because of this, which has affected my current behavior in such a way that I identify a majority of older males as figures of authority that I need to work harder at
Influence is one of the most powerful and important capacities an individual possesses. You do not need to be in a management role to influence others, the art of influence in change is learning to influence with or without formal authority which can be done through understanding the different sources of influence which is outlined in the Six Source of Influence model which break down change by structural, social, and personal with the focus of change geared around the level of motivation and ability (Palmer et al.,
Leaders utilized various tactics as their means to influence others in the workplace. The different tactics that are used to achieve different objectives. The tactic chosen by the leader depends on the target ("13.3 The Power to Influence | Organizational Behavior", 2010) and on what the leader is trying to accomplish (Hall, 2007).
The achievement of any affiliation relies on the ability to communicate with others. Communication is essential in all relationships as it allows anyone to share their concerns, interests, and support of one another. Effective communication is the way of listening and how words are pronounced, and how we respond to body language. All too often the indicators we send are not those we intend to send, and when this happens, both the trust and connection vanish in our relationships. When two people converse in a conversation they can say many things without speaking, the tone of voice, our posture, and the expression on our face all display a message. In the three interviews I have conducted and analyzed; I realized how crucial communication strengths